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Class 
Book. 



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COPYRIGHT DEPOSm 



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THE NEW SCIENCE OF 
ANALYZING CHARACTER 



1/ 




HARRY H. BALKIN 



THE NEW SCIENCE OF 
ANALYZING CHARACTER 



BY 

HARRY H. BALKIN 

CHARACTER ANALYST 

AND 
VOCATIONAL ADVISER 



ILLUSTRATED FROM PHOTOGRAPHS 




Boston 

The Four Seas Company 

1920 



Copyright, ipip, h^V T> 
Harry H. Balkin ^^>3>° 

Copyright, 1920, by 
The Four Seas Company 

All Rights Reserved, Including the Right of Translation 
into Foreign Languages including the Scandinavian 



THIRD EDITION 



The Four Seas Press 
Boston, Mass., U. S. A. 



§)CU5S5132 



PREFACE 

The purpose of the author in writing the following 
work has been to present the general public with a 
standard text book on the subject of Scientific 
Character Analysis. With this object in mind every 
source of information has been carefully investigated 
and more than one hundred authoritative documents 
have been scrutinized and their statements put to 
practical tests. 

The matter contained includes much that has been 
published before, but the author feels sure that he has 
introduced enough new ideas to justify the appearance 
of this volume. 

The author has studied the writings and methods 
of Dr. Gall, Dr. Spurzheim, Dr. Combe, Mr. Fowler, 
Mr. Sizer, Dr. Blackford, Dr. Windsor, and has 
undertaken research work which has carried him 
twice around the world. For many years it has 
been part of his work to tell employers about their 
applicants and employees, and to tell individuals about 
themselves. 

While credit is given in the text for direct quota- 
tions, he feels this special mention is due to the above 

[5] 



6 PREFACE 

named writers, for the great help they have afforded 
him in formulating the ideas of this work and in 
reaching the conclusions herein expressed. 

His sincere desire — his most earnest hope — is that 
the perusal of this volume will promote intellectual 
discussion, careful investigation, a judicial application 
of the knowledge herein contained, and that it will 
tend to promote the highest interests of the human 
family. 

H. H. B. 
Boston, Massachusetts. 



CONTENTS 



Chapter 

I. Heredity and Environment 

II. Color or Complexion . . 

III. The Form of the Features . 

IV. The Structure of the Body 
V. Quality or Texture . 

VI. An Analysis of Phrenology 

VII. The Forehead and Head . 

VIII. Head Shapes 

IX. Health and Expression . 

X. Employment Management . 

XL Vocational Guidance 

XII. Scientific Salesmanship . 



Page 
13 
27 
42 

52 
72 
8l 
109 
177 
183 
237 
258 
269 



ILLUSTRATIONS 



i. Portrait of Author . 

2. President Wilson . 

3. Convexity and Concavity 

4. The Neanderthal Man 

5. The Vital Type . 

6. The Motive Type . 

7. The Mental Type . . . 

8. Combinations .... 

9. Examples of Fine Texture 

10. Examples of Coarse Texture 

11. Coarse Texture with Hard Con 

sistency 

12. Ex-President Wm. H. Taft . 

13. Phrenological Areas ... 

14. The Late Colonel Roosevelt 

15. General Pershing 

16. Chancellor Day 

17. Examples of High Narrow Heads 

18. Criminal and Degenerate Types 

19. Champ Clark . 

20. Polygamous Eyes 

21. Types of Hands 

22. Herbert Hoover 

23. A Maori Chief . 

24. Robert A. Laidlaw 

25. Kaiser Wilhelm 





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272 



THE NEW SCIENCE OF 
ANALYZING CHARACTER 



THE NEW SCIENCE OF 
ANALYZING CHARACTER 



Chapter I. 

HEREDITY AND ENVIRONMENT 

Character Analysis is the bedrock upon which all 
human relationship is founded. It is the foundation 
of the vast credit system upon which our gigantic 
commercial structure is organized. It is the basis of 
understanding between man and his fellow men; 
between husband and wife; between parents and their 
children; between the employer and the employee; 
between the salesman and his customers; the doctor 
and his patients; the lawyer and his clients; the 
preacher and his congregation; the politician and his 
constituents ; the writer and his readers ; and so forth. 
There is hardly a human combination possible without 
the aid of character analysis. Therefore, it is 
important that we study this subject. 

When we build a house we start with a secure 
foundation, and then place one stone on top of another. 
The stronger the base, the stronger proportionately 

[13] 



14 ANALYZING CHARACTER 

will be the building. And so it must be with all forms 
of reasoning. We must first establish a common 
basis of fact or a strong foundation, and then we can 
logically advance our conclusions step by step, defying 
all contradiction, provided we build truth upon truth. 
In all forms of induction, we must first secure a 
strong groundwork before we attempt to enter the 
realm of scientific research. 

In order to secure this firm foundation we will 
define our terms prior to entering into a discussion of 
man. Then we shall find how to analyze him and 
how to determine the effect of environment upon a 
man's mind and character. 

What do we mean by Man? What do we mean by 
Man's environment? And how do we analyze these 
two important factors? 

In attempting to answer these questions, we must 
look for initiative data upon which to raise the 
superstructure of character analysis. The navigator 
who steers his vessel for the open sea traces his course 
from some lighthouse, cape, or other well-defined 
point, the exact latitude and longitude of which are 
already known. We too, are setting out on a voyage 
into the open sea, the sea of unknown and unexplored 
ideas. Where is the first point from which we can 
take our departure? 

Man is body and mind. This is a proven and 
established fact, and the latitude and longitude of that 



HEREDITY AND ENVIRONMENT 15 

body and mind are easily determined. It is generally 
admitted that the brain, the organ of the intellect, is 
the headquarters of the mind. The human brain is 
our point of departure. It is tangible and its location 
is fixed. About its internal processes we need not 
trouble ourselves for the present. We will refer to 
that phase later on. The brain and its location are 
definitely known quantities, and are also closely 
interwoven with other parts of the human body. It 
is, for instance, directly connected with the central 
nerve system, and through this system with the heart, 
lungs, liver, pneumogastric nerve, stomach, muscles, 
connective tissues, and the bony skeleton, and indirectly 
through the bones and muscles, it provides the motive 
force for the whole system. 

The intimate relationship between the body and 
the mind is well known to everyone who has given 
the subject a cursory thought. Many scientific 
investigators hold that this connection is so marked 
that thought and feeling are merely physical states, 
instead of mental. 

Every thought and emotion has its accompanying 
vibration in the brain cells, and every vibration in 
turn induces muscular action! Professor George 
Trumbull Ladd of Yale, says, "All facts too obviously 
impress upon us the conclusion, how pervasive, 
intimate, varied, and profound, are the mutual relations 



16 ANALYZING CHARACTER 

— the co-relation, of the physical mechanism and the 
phenomena of consciousness." 

Says Professor William James, "The causes of the 
emotions are indubitably physiological." 

In his book, "The Principled of Character Making," 
Arthur Holmes says, "Emotions are never the cause of 
actions but are the result of actions. That is why 
when a man makes up his mind to an appalling task 
he must take a deep breath, shut his teeth, set his 
jaw, clench his fist and stiffen every muscle about 
his body." The psycho-physical parallelism herein 
presented is very apparent to every reader. We could 
recite dozens of instances of this close co-ordination 
between the brain and the body, and Holmes explains 
this more fully. He says, "The body and the mind, 
or consciousness, are concerned as one with two 
different aspects, and we talk about the mind or about 
the body according as we are looking at the same 
thing from different points of view. The working 
principle that emerges is thus popularly stated. 
Whatever affects the body affects the mind, whatever 
affects the mind affects the body." 

Upon this principle nearly all recent innovations 
in the industrial world have been directly or indirectly 
based. Modernized buildings, play grounds, manual 
training, school hygiene, medical inspection for dental, 
visual, auditory, nutritional, and constitutional defects 
— and a host of other pedagogical activities — have 



HEREDITY AND ENVIRONMENT 17 

sprung from this prolific principle. How much moral 
education is really physiological education is just 
beginning to be understood. In olden times when a 
boy was bad they said, "He hath a devil/' Now they 
say, "He hath an adenoid," and hail him not before 
the disciplinarian, but before the surgeon. 

Holmes again says, "Generally speaking, all the 
physiological processes can be illustrated in almost any 
daily experience. Say I carelessly drop my hand 
upon a hot stove. A message immediately runs from 
my hand up to my brain. In the cortical cells or grey 
matter of the brain great commotion ensues. Certain 
vibrations, or certain chemical reactions, are set up, and 
these excitations are hurried forward by transmissive 
fibres in the brain to what are called motor centres. 
Here again vigorous excitations are aroused and these 
again are sent skimming along by outgoing fibres to the 
muscles. The muscles contract and the hand is jerked 
from the stove." 

Throughout the ages there has been this constant 
and corresponding co-relation between man's physical 
and psychical characteristics, each profoundly affect- 
ing the other every step of the way to his present 
development. This theory is well stated by Professor 
James Mark Baldwin in "Development and Evolution" 
as follows : 

"Furthermore, we may say that no physical character 
which has mental co-relation is completely understood 



18 ANALYZING CHARACTER 

until these latter are exhaustively determined, and also 
that no mental character escapes physical co-relation. 
Recent research in the psychological and physiological 
laboratories is establishing many such psycho-physio- 
logical co-relations." 

Dr. Blackford says, "Men differ in two ways. 

"First, in physical appearance, such as height, 
weight, color, etc. 

"Second, in mental aptitude in the way they reason, 
think, feel, etc." 

These differences are not accidental. They are due 
to the effect of heredity and environment upon the 
individual. Evolution teaches us that individuals with 
certain physical and mental characteristics will survive 
in a given environment and others who lack these 
attributes will perish. 

Thus the antelope whose ears could detect the 
slightest movement in the underbrush, heard the lion 
crouching for his spring and fled. The antelope with 
duller hearing perished and thus was evolved a species 
with keen auditory nerves, or sensitive nerves of 
hearing. 

So it has come about that every bone, every muscle, 
every feature of the body as well as the mental and 
physical traits of men are the result of this ages long 
process of selection and survival. 

Men differ physically in just nine fundamental 
ways — called the nine fundamental physical variables. 



HEREDITY AND ENVIRONMENT 19 

These are: color, form, size, structure, texture, 
consistency, proportion, expression, and condition. 
The variations of these in individuals indicate 
variations in physical, mental, and emotional traits, 
because both physical variations and mental variations 
are the result of racial and family environment. 
Anthropologists and physiological psychologists have 
recognized a correspondence between certain physical 
traits and certain mental traits. 

The whole science of character analysis must stand 
or fall by these facts. If the relationship between the 
body and the mind is as close as is evidenced by the 
investigations of these scientists the obvious law 
assumes itself : Namely, that there is a close and subtle 
correspondence between man's physical and man's 
mental characteristics. By studying one we can readily 
determine the status or condition of the other. 

Thus we have worked out one of the foundation 
pillars upon which the science of analyzing character 
rests. There is a reason for blue eyes, for brown 
eyes, for a high nose, a wide nose, a weak chin, full 
mouth, sloping forehead, long head, high head, broad 
head, square hands, fine hair, coarse skin, manner of 
walking, harsh voice, handwriting — in short every 
single thing about a man or woman. 

The laws of success demand that we know ourselves, 
that we know our proposition, our work, and that we 
know others. 



20 ANALYZING CHARACTER 

Man can only become successful when he begins to 
realize that mentally and physically he must be able 
to harness the evolutionary forces about him and 
subject them to his will. It is not a particle of use 
blaming our circumstances. We carry the circle of 
our horizon with us, and we change it at our pleasure ; 
but we are always in the center of it. Our whole 
outlook depends upon the attitude we take up, not 
upon the objects in the circle. It is only by applying 
our intellectual faculties to the human beings and 
natural resources all about us that we can rise superior 
to our environment and produce the most desirable 
results. 

Now what is the environment that man has to 
conquer ? In explaining this, we have to understand a 
few seemingly trivial yet vital matters. Every 
minutia in a man's environment has a far greater 
influence upon him and plays a far more important 
part in his life than we perhaps realize. 

Man's environment consists of many things, the 
clothes that cover him, the house in which he lives, 
its furniture and fittings, the food that sustains him, 
and most important to him, the men, women and 
children that live around him. In short, environment 
consists of all that is about us. 

In turn our brain is a part of the environment of 
any or all these things. Each part belongs to the 
environment of all of these other parts of the universe, 



HEREDITY AND ENVIRONMENT 21 

and one would not be complete without all of the 
others. 

From the highest mountain to the smallest, most 
delicate petal of a rose, nothing in the universe is ever 
still. Motion is the law of being, and everything in 
motion vibrates and radiates its particles of matter. 
In a broader sense we term these tremendous forces 
evolution and environment. 

These vibrations affect each and every one of us. 
In turn the radiations emanating from ourselves affect 
all those about us. Our particles of matter impinge 
themselves on the sensory nerves of those about us, 
and create impressions favorable or unfavorable 
according to the quality of these radiations of matter 
and their source of origination. 

Certain radical schools of thought hold the opinion 
that environment is the most powerful factor we have 
to contend with and that any abnormal conditions 
such as disease, vice, pauperism, and so forth, can be 
eradicated by changing the environment. Other com- 
mentators, however, particularly eugenists, hold to the 
belief that the all important factor in man is his 
inherited potentialities and the progress of the indivi- 
dual depends upon the quality of his ancestral strain. 

The author believes that both of these forces have 
their degree of importance; it is difficult, however, 
to make any dogmatic assertions upon the relative 
merits of either one or the other. 



22 ANALYZING CHARACTER 

Is it not reasonable to believe that our environment 
is just as important a factor as our inherited qualities? 
Clean, healthy environment helps to produce clean, 
healthy thought, while debased, sordid surroundings 
tend to depress our mentality. On the other hand, 
pleasant thoughts stimulate us physically and morbid 
thoughts produce debilitating effects upon our physical 
well-being. 

Walter Dill Scott, the psychologist, in his excellent 
book, "Increasing Human Efficiency in Business," 
says, "A successful day is likely to be a restful one, 
and an unsuccessful day an exhausting one. The man 
who is greatly interested in his work and who finds 
delight in overcoming the difficulties of his calling is 
not likely to become so tired as the man for whom the 
work is a burden." And again he says, "Intellectual 
work which is pleasant is stimulating and does not fag 
one, while intellectual work which is uninteresting or 
displeasing, is depressing and exhausting." 

Many of us find ourselves in splendid surroundings, 
have many opportunities, but fail to take advantage of 
them through lack of concentration of brain force, 
or deficient knowledge of ourselves and our capabili- 
ties. It is the purpose of this work that we may learn 
to rise above our environment, whatever it may be. 
Before doing so we must train our minds to overcome 
the obstacles of our immediate surroundings, should 
they be adverse. 



HEREDITY AND ENVIRONMENT 23 

The science of analyzing human nature deals with 
the most serious problems of life, which are: first, 
choice of vocation; second, health; third, selection 
of a partner in marriage; fourth, choice of associates; 
fifth, self-control and self- improvement. The study 
of this wonderful science will teach us our short- 
comings and enable us to cultivate our ideals. Mental 
and physical energy will then help to form these ideals 
into realities. 

The first essential is logical reasoning, as explained 
at the beginning of this chapter. Inductive methods 
should be applied to all forms of thinking and we 
should always reason from the concrete to the abstract, 
from the materialistic to the metaphysical, in short, 
from the simple to the complex. 

Truth is truth all over the world, and if we forge 
our philosophy link by link we may readily overcome 
the apparently insurmountable obstacles of ignorance 
and unreasoning prejudice. Always test every propo- 
sition and every statement pro and con by asking the 
why and wherefore, and lastly as a final resort make 
it prove itself by a practical test. Studying character 
is a judicial process and judgment must be based on 
close observation and unprejudiced reasoning. 

"And it must follow, as the night the day, thou 
canst not then be false to any man." 

Character analysis, the acme science of sciences 
dealing with the evolution of man, the most potent 



24 ANALYZING CHARACTER 

factor of the universe, must conform to these laws 
of scientific reasoning, and the closer we adhere to 
these principles, the nearer we arrive at the desired 
haven of truth. 

Man is body and mind. There is a close and 
intimate relationship between the two and whatever 
affects one will materially affect the other. Heredity 
and environment are the forces that mold the 
individual. 

Starting with these basic axioms as our foundation 
we will endeaver in concise, yet comprehensive 
statements, to build the towering philosophy of 
character study until its brightness will pierce the 
clouds of ignorance and then the sceptics of today will 
be the followers of tomorrow. The initiation of any 
new dogma invariably has its assailants. However, 
throughout all history the apparent dream of today 
is the accepted truth of tomorrow. Martyrs have 
been persecuted in all times, in all lands and by all 
peoples, yet they have persisted until their assertions 
were proven. Harvey nearly died in trying to prove 
his theory of the circulation of the blood, the same 
being true of other scientists such as Galileo, Socrates, 
Newton, Gall, and Darwin. The Wright brothers 
built the first successful heavier than air flying machine 
despite the fact that so great a mathematician and 
scientist as Professor Simon Newcomb made the 



HEREDITY AND ENVIRONMENT 25 

assertion that it was an absurd dream and could never 
be realized. 

The great engineer, Stephenson, to whom the 
civilized world owes so much, was branded an 
impudent quack. Copernicus stood alone when he 
declared his immortal system. His bold speculations 
were kept secret for many years before he dared to 
publish them. Bruno was burnt at the stake as a 
heretic for declaring his adhesion to the Copernican 
doctrine regarding the construction of the universe. 

Robert Fulton, who built the first practical steam- 
boat, had been driven nearly crazy by his unavailing 
efforts to convert the wise and the unwise to faith in 
his powers. 

The beginner in the study of character analysis will 
meet with similar rebuffs and people will doubtless 
point out many apparent contradictions and exceptions 
to the rules in this study, but careful investigation 
invariably discloses the fact that these exceptions and 
contradictions are only superficial and easily explained. 

The student must avoid examining character in 
public until he thoroughly masters all the principles 
of the science and carefully weighs all the variables 
of complexion, form, structure, quality, proportion, 
health, and so forth. The child who attempts to read 
after studying only half of the letters of the alphabet 
and the physician who attempts to practise after 
studying blood circulation or chemistry only, would be 



26 ANALYZING CHARACTER 

sadly handicapped. The character analyst who 
attempts to judge character by color or form alone, or 
by head shapes only, would be in a similar position. 

This was one of the common errors of the old 
phrenologists. They carefully studied the shape of 
the brain and pronounced a man as adapted to follow 
this or that career without taking into consideration 
the fact that a man may have deficient energy or a 
poor digestion, either of which would practically 
disqualify him from pursuing the branch of work the 
shape of his head indicates. Everything about a man 
speaks volumes about him. The student should be 
neither discouraged nor confused until he has pains- 
takingly secured and verified all the facts. Then and 
then only can he form logical conclusions. 



Chapter II. 
COLOR OR COMPLEXION 

We will begin with the subject of color or complexion 
of the human species. Ernst Haeckel divides the 
human race into two great classes, and appropriately 
calls them the dark whites and the light whites. 
Nearly all the other anthropologists divide mankind 
into two similar classes, the whites or blacks, Cauca- 
sians or Negroes, blondes or brunettes. Popularly de- 
scribed, the blonde is a person with extremely light 
hair, blue eyes, and a pink- and- white skin ; a brunette 
a person of the white race with dark hair, black or 
brown eyes, and a very light olive skin. The meaning 
of the terms as we use them here designates ALL 
races of mankind as members of these two great 
classes — the white skinned and the dark skinned. 

The albino is the most extreme blonde; the black 
negro the most extreme brunette. In classifying 
people as blonde or brunette, we strike an imaginary 
line halfway between these two extremes. Those 
fairer than half way are blonde ; those darker, brunette. 
According to this system many who would ordinarily 
term themselves brunettes are in reality blond. 

[27] 



28 ANALYZING CHARACTER 

Darkness or brunetteness is due to the relative 
amount of pigmentation contained in the hair, skin, 
and the eyes, and this pigmentation is the immediate 
cause of the differences in color among human beings. 
Discoverers of the chemistry of light have proven that 
the blue violet or the ultra-violet rays of the sun 
influence the skin. In 1895 Joseph von Schmaedel 
read a paper before the Anthropological Society of 
Munich, announcing his theory that darkness of the 
skin was evolved for the purpose of excluding actinic 
or short rays of sun light which destroy living 
protoplasm. 

It was maintained by Flourens that the negro must 
be specifically distinct from the European since the 
former possesses between the two layers of his skin, 
a dark pigment or coloring matter, thus different not 
only in hue, but in structure also from the skin of the 
white man. Flourens afterward abandoned his view 
and finally accepted the common one, that the black 
pigment in the negro is deposited in the same layer of 
the skin as it is in the dark races of India who, ethno- 
logically viewed, are quite distinct from the African 
races. The fact was brought out that the same layer 
receives the coloring matter when a white man is 
bronzed by exposure to a tropical sun. 

In 1905, Major Woodruff, A. M. M. D., Surgeon 
U. S. Army, published his book, "The Effects of 
Tropical Light on White Men." In this valuable 



COLOR OR COMPLEXION 29 

work, he champions the theory of Von Schmaedel 
and presents the results of years of study, observation 
and countless investigations. He submits a mass of 
data and proves to us almost beyond doubt that where 
the rays of light are short and strong we find races 
who are heavily pigmented or brunette in color. 
Excessive sunlight first stimulates, then exhausts, and 
finally destroys the living periphery capillaries which 
lie directly under the surface of the skin. The dark- 
ness of both the brunette and the negro has been 
evolved by nature for the purpose of protecting the 
delicate tissues of this natural envelope, the skin, from 
the terrible effects of the concentrated or actinic rays 
of the sun. Blonde people are not endowed with this 
equal protection against the ultra-violet rays, conse- 
quently, after any undue exposure to the sun, they 
suffer from sunburn, nerve exhaustion, neurasthenia, 
sunstroke, and similar ailments, results which, from 
their very blondeness, such people cannot avert. 

The writer has observed many cases of nerve trouble 
due to the fact that extremely blonde people are living 
in very sunny portions of the earth. This is especially 
true of such countries he has just visited as Australia, 
New Zealand, and many of the southern portions of 
the United States. 

In places where there is little sunshine, sombre 
foggy conditions are often prevailing, and we find 
races of people, blonde in color with less pigmentation 



30 ANALYZING CHARACTER 

than the inhabitants of sunnier climes. Confirmation 
of this theory is found in the evolution of extreme 
blondeness amongst the Germans, Finns, Norwegians, 
Scotch, Irish, Danes, and other races in North- 
western Europe, especially in the region of the North, 
Irish, and Baltic Seas. This territory is well known 
for its cloudiness and darkness. 

Italian soldiers use grease, lamp-black, and dark 
glasses to protect their eyes and faces against the glare 
of the sun in the Alpine fights. This is also true of 
Arctic explorers. Students of medicine readily under- 
stand the influence these actinic rays have upon living 
protoplasm. It is a well known fact that sunlight has 
a most destructive effect on living bacteria, tubercular 
and other germs. The student will note that we lay 
particular emphasis on the idea that it is the light 
and not the heat which affects the organisms. Albinos, 
while not more sensitive to heat than others of the 
blonde type, are virtually blind in bright sunshine and 
extremely sensitive to its effects. According to Major 
Woodruff, decidedly blonde races have been discovered 
in the heart of Africa and this is explained by the fact 
that they live in the heavily forested regions where 
the light of the sun rarely penetrates. 

The effect of light is also responsible for the dark- 
ness of the Esquimaux, in that its rays reflected from 
the snow and ice have evolved a race with dark 
pigmentation. The plains of North America and 





Fig. 2. 
PRESIDENT WILSON, 

The Philosophic Statesman. 



COLOR OR COMPLEXION 31 

Northern Asia, while cold, are also largely free from 
fog and cloud, so here again we find more evidence of 
the law of color. The brunetteness of the North 
American Indian and the pigmentation of the Turk 
and Tartar are essential in these regions as a protec- 
tion against excessive light. The blonde races 
throughout the world inhabit those parts of the earth 
which are usually dark, cold, and cloudy. People of 
the brunette type inhabit those regions where the rays 
of light are shorter and stronger, for example the 
French, Italian, Spanish, Arabian, and Negro, as well 
as the Polynesian. 

Anthropologists agree that primeval man inhabited 
the tropics and was of the dark or brunette type. 
Driven by evolutionary forces such as overcrowding, 
the introduction of sailing and other forms of navi- 
gation and travel, the primitive brunette became a 
roamer, a pioneer, and explorer. Emotional charac- 
teristics such as love of adventure, desire to conquer, 
restlessness, dissatisfaction with routine life, and other 
similar causes may also have played an important part 
in causing these ancient wanderers to leave their 
original surroundings. 

Conditions of living in the northern colder climates 
are harsher and more rigorous than in the milder, 
warm, tropical regions, and it was only the strongest, 
most virile and aggressive of these travelers who 
could survive in this severe environment. In the 



2,2 ANALYZING CHARACTER 

colder countries too, the struggle for existence was 
keener, and it was only the individual who possessed 
a strong and robust constitution who was able to sur- 
vive these harsh conditions. He had to use intelligence, 
resourcefulness and reason to guide him in storing 
food and devise bodily covering if he were to evade 
starvation and death. Therefore, the normal blonde 
is inclined to be large and robust, with a super- 
abundance of buoyant health, strength, and vigor. In 
this connection permit me to instance the Viking, the 
Norseman, and the Aryan of past history who are 
typical examples of these early roamers. 

The blonde is distinguished by his relative large size, 
healthy positive physical processes, vigorous constitu- 
tion, warm, moist skin, ruddy complexion, blue eyes, 
and light colored hair and beard. Since his race was 
evolved in a cold, dark, harsh environment, only those 
survived who were most vigorous, most hopeful, most 
intelligent, most domineering, most aggressive and 
most capable of adapting themselves to extremes of 
heat and cold, feast and famine. 

In order to maintain heat it was necessary for his 
ancestors to eat and digest large quantities of food, 
and breathe in a great deal of oxygen, and for these 
reasons the blonde seldom suffers from chronic 
diseases. He becomes ill quickly and dies, or recovers 
rapidly. In his hunting, sailing, and fighting, the 
blonde has always been called upon for a quick exhibi- 



COLOR OR COMPLEXION 33 

tion of concentrated energy, followed by a period of 
recuperation, so he is not particularly well fitted for 
long sustained physical action, and therefore lacks 
patience and concentrativeness. All of his physical 
processes are rapid and active, though he possesses 
relatively little endurance. He expends his abundant 
energy too rapidly, for example, in athletics, the blonde 
excels in the sprints and dashes, in jumping, throwing, 
vaulting, and other such contests ; while the brunette is 
better adapted for long runs, wrestling, prize fighting, 
and feats where endurance is a primary factor. 

Dr. Blackford, who has made an exhaustive study 
of color, tells us that the blonde is the Rooseveltian 
who is constantly on the move. It is the type that goes 
to extremes and works rapidly and enthusiastically. A 
man possessing a high degree of blondeness is likely 
to work quickly, to overcome obstacles, to coerce 
others and to force himself. His roving and varied 
life have made him enthusiastic, hopeful, changeable, 
rather fickle — and he arrives at his conclusions without 
mature deliberation. He is always practical and 
energetic though the issue may not always terminate 
successfully. He is stimulative, alive, and positive in 
the electric influences which he instinctively conveys to 
others. Motion is the one and active element of his 
being and he is always on the alert. Sometimes he hits 
the mark ; sometimes he misses. 

The man who has a good circulation, a good diges- 



34 ANALYZING CHARACTER 

tion, and who breathes deeply will naturally be 
optimistic, hopeful, exuberant, eager, and fearless. 
Such a man is willing to take a chance; he is specu- 
lative, impatient, restless and always striving for new 
worlds to conquer. The early struggle for existence 
has led him to rove far and wide on land and sea. 
He has developed an eager, active disposition and is 
fond of variety and change. He will easily turn his 
attention from one interest to another, and as a result 
of the conquests he has made in the past ages over his 
environment, the blonde has developed dominative and 
domineering characteristics and loves to rule; hence, 
we can trace the advent of his predominance in the 
relative spheres in the realms of royalty and nobility. 

He is eager to take the initiative, to handle and 
manage large enterprises generally. The blonde likes 
excitement, crowds, gaiety, and readily forms acquain- 
tances and makes friendships, but on account of his 
versatile nature, he lacks stability and is liable to be 
fickle. Thus the blonde is generally to be found in 
politics, organizing and promoting great adventures, 
selling, advertising, colonizing, and creating, his in- 
ventiveness no doubt being prompted by the exigencies 
of his environment. 

"Brunetteness" was evolved in a great majority of 
cases in a warm, pleasant climate where man's wants 
and necessities were comparatively few. The brun- 
ette easily found what he needed from the abundance 



COLOR OR COMPLEXION 35 

of animal and vegetable life around him and had no 
need to sail or travel far by land in order to sustain 
himself. 

A human organization of the brunette type will 
manifest itself by darkness of the principle features 
of the body, hair, skin, eyes, and so forth. As the brun- 
ette races are evolved in a kindlier environment than 
the blonde, they have been able to survive without the 
exuberant health, strength, vigor, intelligence, re- 
sourcefulness, and aggressiveness of the blonde. Their 
respiration, digestion, circulation, and elimination are 
all slower and more moderate than in the blonde, 
tending to give the brunette a more enduring, steady, 
and concentrative disposition. Physically and psych- 
icaly, in his movements and his thinking, the brunette 
is slower than the blonde. Hence, size is not so 
necessary, for his survival. He is not inclined to 
be so large as the blonde, nor is he so active, so 
quick, or in any way so positive. He does not so 
readily fall a prey to epidemics or maladies, but is 
more subject to chronic diseases. 

Because his environment has not required it, the 
brunette is not so bold, not so aggressive, not so 
recklessly indifferent to consequences as the blonde, 
and the result is that he tends to be more cautious, 
conservative, painstaking, patient, and constant. In 
keeping with all of these qualities the brunette does not 
seek the limelight but prefers a quiet home, a few 



36 ANALYZING CHARACTER 

friends, the beauties of nature, and outdoor life. He 
has not been compelled to give all of his time and 
energy to a struggle with harsh material conditions, 
and he has evolved a tendency to spiritual and 
philosophic activities. 

The principal religions of the world — Christianity, 
Judaism, Mohammedanism, Hindooism, and Bud- 
dhism, all have their origin and most devoted ad- 
herents amongst brunette people, and the same is true 
of Occultism, Mysticism, Theosophy, and other pro- 
found and meditative philosophies. Whereas the blonde 
excelled in warfare, sailing, pioneering, and fighting, 
he lacked culture, literary and artistic ability until the 
era of learning gave him these attributes also. 

It is no secret to employers of labor that the blonde 
as a general rule is positive, brilliant, restless, pro- 
gressive, changeable, optimistic, and speculative, while 
the brunette is negative, quiet, consistent, patient, 
specializing, steady, thoughtful, serious and conserva- 
tive. 

The noted anthropologist, Havelock Ellis, says, 
regarding this point: "It is clear that a high index of 
pigmentation, or an excess of fairness, prevails among 
the men of the restless and ambitious temperament; 
the sanguine, energetic men; the men who easily 
dominate their fellows, and who get on in life, and the 
men who recruit the aristocracy, and who doubtless 
form the plutocracy. 



COLOR OR COMPLEXION 37 

"It is a significant fact that men of the lower classes, 
the artisans, and the peasants, also the men of religion, 
whose mission in life is to preach resignation to higher 
will, are all notably of dark complexion; while the 
men of action thus tend to be fair, men of thought, it 
seems to me, show some tendency to be dark." 

And again he says, "The fair man tends to be bold, 
energetic, restless, and domineering not because he is 
fair, but because he belongs to an aboriginal fair stock 
of people who possess these qualities; while the dark 
man tends to be resigned and religious and imitative, 
yet highly intelligent, not because he is dark but 
because he belongs to a dark stock possessing the 
characteristics." 

"While, however, the fair population is the most 
irreligious and progressive the dark population is by 
no means behind in the production of intellect." 

I am indebted to the works of Dr. K. Blackford, the 
employment expert, for a great deal of the foregoing 
information upon these points and also to Dr. William 
Windsor, who gives us a similar classification of the 
laws of color and its relation to man's characteristics. 
He says, "The electric, (brunette) temperament exists 
when electricity dominates over magnetism in the 
organization. Its characteristics are gravity, receptiv- 
ity, darkness, and coldness. This temperament was 
formerly called the bilious or brunette temperament. 
It is distinguished by dark, hard, dry skin, dark strong 



38 ANALYZING CHARACTER 

hair, dark eyes, olive complexion, accompanied 
usually by a long athletic form of body. It is remark- 
able for concentrativeness of design and affection, 
strong gravity, drawing power and cohesiveness, strong 
will, resolution, dignity, serious disposition and 
expression, moderate circulation, and coolness of tem- 
perature. It is produced by a dry, hot climate, 
common in southern latitudes, and almost universal 
in tropical natives. Persons of this temperament are 
better adapted to hot climates because electricity 
dominates over magnetism, and they do not antagonize 
the climate which they absorb. This temperament is 
closely analogous to the condition of tropical animals 
and birds. 

"The magnetic (blonde) temperament exists when 
magnetism dominates over electricity in the organiza- 
tion. Its characteristics are vibration, radiation, heat, 
and light. This temperament was formerly called the 
sanguine or blonde temperament. It is distinguished 
by a light colored, warm, moist skin, light colored or 
red hair, fresh ruddy or florid complexion, light colored 
or blue eyes, rounded form of body, often plump or 
corpulent, large chest, square shoulders, indicating a 
very active heart and vital organs. It is remarkable 
for versatility of character, jovial disposition, fond of 
good living and great variety, changeableness, activity, 
and vivaciousness. The temperature is warm and the 
circulation is very strong. This temperament vibrates 



COLOR OR COMPLEXION 39 

between great extremes of disposition, develops 
great force of radiation and driving power, and is 
universally characterized by warmth, enthusiasm, and 
high color. It is produced by climates of northern 
and temperate latitudes, and is almost universal in the 
natives of extreme northern countries. Persons of 
this temperament are better adapted to cold climates, 
because magnetism dominates over electricity, conse- 
quently they produce more animal heat and are better 
able to endure the rigors of a cold climate. These 
same general conditions are found to exist in birds 
and animals inhabiting northern latitudes." 

Many other students of character analysis have 
termed the blonde electric, and the brunette magnetic, 
or vice versa, and in order to avoid confusion we have 
accepted the popular classification of color under the 
heading of blondeness or brunetteness. 

It is significant to note the domination of the blonde 
races over the darker races in the modern regime. All 
over the world we see the darker and brunette types 
subject to the will and the laws of the blonde. It takes 
only a handful of English soldiers to keep all of India 
in subjection. Blonde England rules not only dark 
India, but Egypt and other dark races that inhabit 
Africa, blonde Germany rules parts of Africa and dark 
Turkey, and blonde America has a powerful political 
and economic influence upon Cuba, the Philippines, and 
the Latin races of Central and South America. Blonde 



40 ANALYZING CHARACTER 

Belgium rules the Congo, and the blonde Dutch over 
the dark Kaffirs. 

Manifestly there are degrees of pigmentation, and 
the student should study carefully these degrees, for 
there are variations of blondeness among Scandina- 
vians and variations of brunetteness among Italians. 
For convenience I suggest that the student memorize 
the following table or scale of pigmentation : 

o. The Albino, white hair and skin, colorless eyes. 
10. Flaxen hair, light blue eyes, shell pink skin. 
20. Golden or light yellow hair, blue or light grey 

eyes, fair skin. 
30. Red or auburn hair, grey or blue eyes, fair skin 

or freckles. 
40. Light brown hair, blue-grey eyes or green eyes, 

tinted or medium skin. 
50. Brown hair, green or blue eyes, medium skin. 
60. Brown or black hair, light brown or hazel eyes, 

creamy skin. 
70. Dark brown hair, dark brown eyes, medium 

brunette skin. 
80. Black hair, black eyes, olive or yellow skin. 
90. Brown races, Yellow races, Mulattoes, Creoles, 

Maoris, Indians. 
100. Negro or black races. 

To summarize : The normal blonde is positive in his 
respiration, digestion, elimination, and circulation, 



COLOR OR COMPLEXION 41 

quick, active, materialistic, practical, creative, versatile, 
optimistic, enthusiastic, aggressive, adaptable, cheerful, 
energetic, and sociable, and should engage in occupa- 
tions where these characteristics are essential, such as 
advertising, organizing, construction, exploring, manu- 
facturing, selling, politics, transportation, platform 
work, merchandising, and so forth. 

The normal brunette on the other hand is slow, 
negative, passive, enduring, serious, concentrative, 
spiritual, meditative, philosophic, submissive, patient, 
careful, dependable, painstaking, imitative, constant, 
and adapted for such occupations as agriculture, art, 
literature, clerical work, drama, music, scientific 
research, theology, and philosophy. 

The blonde possesses such weaknesses as lack of 
endurance, impatience with detail, blind optimism, 
fickleness, impulsiveness, speculativeness, foolhardi- 
ness, irresponsibility, positiveness, and a disposition to 
domineer. He should make every effort to remedy 
these defects. 

The brunette would do well to cultivate positive 
physical functions and watch his weaknesses which 
consist of melancholy, pessimism, lack of originality 
and initiative, inactivity, superstition, lack of socia- 
bility, and deficient speed. 

The medium type is moderate and balanced in all 
of these characteristics and his abilities are discerned 
by an analysis of his other variations. 



Chapter III. 

THE FORM OF THE FEATURES 

Next to color, the important item to be considered 
in connection with the study of human nature is the 
form of the individual. Form is evidenced in the 
shape of the features and the entire body. It requires 
no specialist to observe that the fox or greyhound with 
their sharp, pointed features, are quicker, more respon- 
sive, and less enduring than the bulldog, who has flat 
or 'dish-faced' features, and it turns out as one might 
naturally expect that a man who resembles the fox in 
form, (the convex type) is quicker, swifter, keener, 
more responsive, and less enduring than the man who 
resembles the bull dog, (concave type) in form. 

The needle is sharper than the knife and therefore 
has greater penetrating power. Remember that in 
general objects which are sharp or are intended either 
by nature or by man to go rapidly are pointed, and you 
will have a crude but exceedingly useful key to the 
character and disposition of the extreme convex. The 
man who has this sharpness is easily distinguished by a 
profile view which shows a sharpness of all angles, and 
prominence or projection of the principal facial 

[42] 



THE FORM OF THE FEATURES 43 

characteristics. The extreme convex, as shown by the 
illustration, has a receding forehead, prominent at the 
brow and retreating as it rises, prominent Roman or 
Jewish nose, protruding and prominent mouth, and 
narrow and retreating chin. You will observe that the 
facial lines approximate* the outer edge of a circle. 
The keynote of the convex type is sharpness and this 
is usually accompanied by a great activity of the mind 
and vivaciousness of disposition, and frequently 
develops great asperity and energy. This type, 
however, is very likely to exhaust itself prematurely. 

If a man has this convex or bulging face, it 
signifies great mental and physical activity and makes 
the person quick, keen, practical, positive, alert, 
impatient, penetrating, observing, aggressive, and 
energetic. A convex individual makes up his mind 
quickly, thinks quickly, even impulsively, and im- 
mediately tends to translate his ideas into practical 
action. 

The concave, on the other hand, is the opposite in 
form, and his features express entirely different 
characteristics. The concave face is also best observed 
when we have obtained a profile view, and if the 
features are inclined to be arc-shaped from the base 
to the apex, or tending to resemble the inner edge of 
a circle, we can then assume that we behold the 
concave type. It is distinguished by the concavity of 
features and the obliquity of angles, or rather the 



44 ANALYZING CHARACTER 

absence of angles. The face is usually broad in 
general outline and pushed in or receding in profile ; 
the forehead prominent and wide at the upper part, 
near the hairline, and medium or flat in development 
at the eyebrows, the nose concave, low in the bridge, 
swaybacked, and curved inward, the mouth retreating 
or pushed in, the teeth flat in form and arrangement, 
and the chin prominent at the point and concave. 

The keynote of this character is its mildness or 
neutralizing effects. A man whose profile is concave 
is mild, slow, and passive ; he thinks slowly, deliberate- 
ly, weighs the evidence, is calm, judicial, theoretical, 
and self-controlled. He is perennially good-natured 
and defininitely thinks out reasons for everything he 
does. He is patient, slow, plodding, mature of 
thought, and slow in action. His broad, prominent 
chin indicates endurance and persistence. His concave 
mouth shows good digestion and therefore freedom 
from irritability and his concave forehead shows 
slowness of thought, impracticality, meditative and 
philosophic ability. Instead of using the aggressive- 
ness of the convex type, the concave person gains his 
ends by tact, diplomacy, and patience. The extreme 
convex on the other hand is frank, quick in observa- 
tion, stimulating, and often sarcastic, discourteous and 
irritating. 

To gain a more comprehensive idea of the study of 
form, we must take into consideration the study of the 




o 

n: o 



3 I 



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o3 Q" ~ 
DO cr. ^ 

cr. 

<i .5 



THE FORM OF THE FEATURES 45 

different features of the face and study them more 
carefully. 

Any feature which is sharp and prominent belongs 
to the convex temperament and indicates positiveness 
in action and quickness in response. Thus, a convex 
forehead is sharp and prominent at the brows and 
retreating as it rises. It will show the man who is 
quick in thought, scientific, practical, and matter of 
fact. The author has studied numerous dark races 
such as Cingalese, Hindoos, Maoris, Fijians, and 
Hawaiians and finds that they all have a forehead 
built high at the top near the hairline and flat at the 
brows. This agrees with our studies of color for it 
has been discovered that this concave forehead is 
always associated with the slow, meditative, philosoph- 
ical and theoretical faculties of the brunette. 

Always and everywhere the bulging forehead is the 
forehead of meditation, of dreams and fancies, of 
abstract reasoning, and philosophies. The portraits 
of Herbert Spencer, Bergson, Schopenhauer, Benjamin 
Franklin, Horace Mann, and other philosophers show 
a remarkable development of this concave brow, 
whereas examination of the photographs of scientists, 
practical men, and investigators, such as Lord Kelvin, 
Steinmetz, Elisha Gray, Edison, and Ford, shows the 
prominence of the brows and the sharp receding 
forehead. 

A concave or swaybacked nose is always associated 



46 ANALYZING CHARACTER 

with deficient energy, whereas a convex nose shows 
an active condition of the lungs and positive energy. 
This is readily understood when we realize that a 
convex nose high in the bridge, long and thin, is better 
adapted for working in a cold atmosphere, for cold 
air admitted through such a nose in large quantities 
would be drawn in thin ribbons around the moistened 
and heated surfaces in the interior of the nostrils and 
thus prepared for the lung's. Primitive man was not 
only dark according to the anthropologists, but he had 
a short wide, low bridged nose, with large round 
nostrils, leading almost directly to the throat. Study 
any photograph of dark races who inhabit the sub- 
tropical regions and you will find evidence of these 
indications. In the warm region that he inhabited, 
this type of nose was admirably suited to his need. 
The man who has a high bridged convex nose and 
consumes large quantities of oxygen will express {lis 
energy in an aggressive, active, and positive manner. 
The receding or concave nose is always associated with 
comparative inactivity and moderate or negative 
energy, ofttimes amounting to absolute laziness. The 
Tartars and North American Indians, though dark on 
account of exposure to the excessive light on the 
plains, tend to high and narrow noses on account of 
the cold climate and the necessity for activity and 
energy. Thus again we note that sharp, prominent 
noses are indications of sharp, quick, and positive 



THE FORM OF THE FEATURES 47 

energy; receding or concave noses on the other hand 
show the man of negative and deficient energy. 

When the mouth and teeth are sharp in form and 
arrangement, we behold the man who has a quick and 
therefore unreliable digestion. He does not take 
sufficient time to properly masticate his food and the 
result is irritability of disposition, cynicism, sharpness 
of speech, and perhaps grouchiness, whereas a man 
with a concave mouth and teeth is mild in his speech 
and good-natured in his disposition. 

A convex or receding chin is always an indication 
of impulsiveness, lack of maturity or deliberation, and 
negative endurance. A concave, broad, and deep chin 
is always associated with a powerful steady heart 
action and incidentally with determination, courage, 
deliberation, and positive endurance. The extremely 
convex or retreating chin is always indicative of a 
poor, spasmodic heart action and weak blood circula- 
tion. This is coincident with the emotional and 
psychical characteristics of such a person who is 
always weak, timid, nervous, apprehensive, impulsive, 
and lacks poise or self-control. 

Concavity and convexity of course are relative 
terms; some faces are extremely sharp and pointed, 
others are extremely drawn in, and there are many 
variations between the two extremes, and also 
corresponding variations in disposition and character. 
The balance of the extreme convex and the extreme 



48 ANALYZING CHARACTER 

concave is struck by the plane face, the contour of 
this face being straight and parallel with the spinal 
column. This type is moderate in its energy and 
thoughts, and has a reasonable, practical, and balanced 
judgment. He has capacity for both thought and 
action, although he is neither as energetic and practical 
as the convex nor as deep a thinker and patient a 
worker as the concave. His characteristics are 
usually determined by other manifestations. 

The man with the convex form of profile is quick in 
his thinking and quick in his actions. He is a flier. 

The man with the concave form of profile is slow in 
his thinking and slow in his actions. He is a plodder. 

The man with the plane form of profile is moderate 
and balanced in his thinking and movements. 

Many individuals have variations of all of these 
characteristics, that is, some have a convex forehead 
and nose and a concave lower part of the face. This 
would denote the type of person who is quick in 
thinking, practical, observing, energetic but deliberate, 
calm and patient in his actions, and this man no doubt 
would do well as a leader, executive, or ruler. 

Then we have the concave forehead and the convex 
nose, mouth, and chin, showing the person who acts 
quickly and impulsively but does not stop to think or 
investigate. This type would make a very poor 
executive but would do well in routine work, where 



THE FORM OF THE FEATURES 49 

there is little or no responsibility, for he is naturally 
deft and quick. 

A little practice in the study of form will enable the 
student to interpret the different features and draw 
accurate conclusions from these individual observa- 
tions. 

Each of these types has its legitimate spheres of 
activity. 

The convex person is quick, frank, keen, does not 
avoid argument, is practical, matter-of-fact, blunt, 
ready and positive in all his mental and physical char- 
acteristics. 

The concave type is mild, good-natured, genial, 
tactful, and suave. He is careful, gentle, philosophic, 
and persistent. He is diplomatic, a dreamer and a 
planner, but the practical, energetic convex is usually 
the one to carry out these ideas, plans, or schemes. 

In law offices the concave type plans the case and 
consults the witnesses; the convex lawyer fights the 
case. 

The concave is the plodding, patient retail salesman ; 
the convex the hustling, active commercial traveler. 

Convexity tends to make the blonde and brunette 
more positive in all of their manifestations, whereas 
concavity has a neutralizing or negative effect, thus 
a man who is blonde and convex would be extremely 
aggressive, sharp, impulsive, active, quick, positive, and 
lacking in endurance. The brunette convex would be 



50 ANALYZING CHARACTER 

quick and practical in his specializing and concentra- 
tive influence. The blonde concave type, though 
changeable and variety-loving, is steadier and more 
deliberate in his thoughts and movements than the 
blonde, convex individual. The brunette concave type 
rarely becomes successful except in such fields as reli- 
gious or scientific investigations. They are slow and 
negative in all of their characteristics. 

In connection with this phase of character study, we 
come to a point where we notice the deviation of man 
from the animal kingdom in a startling manner. This 
is shown by the facial angle. Camper, a Dutch 
scientist, proposed to trace an imaginary line which 
he called the facial angle down the forehead to the 
most prominent portion of the upper jaw; this, 
Camper called the "facial angle/' and it is sometimes 
called "Camper's angle." Its purpose was to show 
that the nearer the angle approaches to a right angle, 
or in other words the larger and more prominent the 
forehead, the greater will be the intellectual power. He 
says that two extremities of the facial angle are yo° 
or ioo° from the negro to the Grecian antique. Make 
it yo° and you describe an ourang-outang or an ape; 
lessen it more and you have the head of a dog; increase 
the minimum and you form a fowl — a snipe, for 
example, the facial angle of which is nearly parallel 
to the horizon. The facial angle is better noted than 
described, but these few illustrations will elucidate 



Fig. 4. 

THE NEANDERTHAL MAN. 

This figure of the Neanderthal man is from a model by J. H. 
McGregor. The Neanderthals were the original "cavemen," the 
mighty hunters of prehistoric times. Human intelligence and idealism 
practically began with this race. 



THE FORM OF THE FEATURES 51 

this matter the more clearly; thus, again, the snake, 
turtle or fish are of the lowest orders of the animal 
kingdom, and their facial angle is very small. We can 
readily discern this by noting that the eyes, mouth, and 
spine are almost on a plane, and the higher we ascend 
in the animal kingdom, the more parallel these lines 
tend to become. In the dog, tiger, and elephant the 
angle tilts more, and when we reach the kangaroo and 
chimpanzee, the lines almost correspond. See the 
photograph of the Neanderthal man. 



Chapter IV. 

THE STRUCTURE OF THE BODY 

The study of the structure of the human body in 
relation to the laws of character analysis is one of 
the most interesting, practical, and valuable branches 
in the curriculum of human science. In contemplating 
mankind we at once take cognizance of the fact that 
there are no tv. individuals constructed in the same 
proportion. There is an infinite variety of human 
shapes, while the constitutional elements in every 
human being are the same. Each has the same 
number of bones, the same number of vital organs, 
the same number of physical functions and mental 
faculties, but in different degrees of development. 
Some are tall and lean, others short and fat ; some 
have large bones, others small, some are coarse and 
strong, others fine and delicate, some are active and 
energetic, others sluggish and inactive. 

The variety of dispositions and physical organiza- 
tions is caused by a predominance of some vital organ, 
or system of organs. Many years of experience and 
observation have taught us to associate certain mental 
traits of character and disposition with certain 
corresponding physical combinations. 

[52] 



THE STRUCTURE OF THE BODY 53 

The philosophers of ancient Greece ascribed the 
diversity of dispositions to the texture of the frame, 
not to the features, nor to the proportions, shape, or 
color, but rather to the mixture of the elements of 
the body, and more to the fluids than to the solids. 
Hippocrates treated these humors under four heads; 
sanguine, phlegmatic, choleric, and melancholic. 
People in those days accounted for man's temper by 
the humor he was in. Their theory has long been 
exploded, yet it has given color to our language, and 
we still speak of a person in a peculiar humor, as 
they did in the time of Hippocrates. Horace spoke 
of his "liver swelling with bile in a fit of jealousy." 
Shakespeare describes a coward as "lily-livered" and 
"lacking gall to make oppression bitter." All 
physiologists recognize different temperaments in the 
human body, but differ mainly in the manner of 
classification of the organs or the functions that 
produce them, and the causes of the different influences 
on the mind. The most popular classification in Paris 
was arranged by Dr. Thomas, that is, the abdominal, 
thoracic, and cephalic. 

There is another called the European classification 
which was introduced by Dr. Spurzheim, one of the 
founders and first expounders of phrenology, namely: 
lymphatic, sanguine, bilious, and nervous. This 
division is perhaps the most popular in England. 
The most practical and most scientific classification 



54 ANALYZING CHARACTER 

was made by O. S. and L. N. Fowler in 1839, two 
expert phrenologists of world wide experience, namely : 
vital, mental, and motive. These terms are based 
upon natural division of the bodily system, and the 
very names define the functions and characteristics of 
each. This may be called the American classification, 
and I believe it to be the most practical and scientific. 

The Vital Type or the Fat Man 

The vital elements comprise the nourishing and 
digestive apparatus of the entire system, the lungs, 
stomach, liver, glands, veins, arteries, and the whole 
alimentary canal. It embraces all the organs within 
the trunk. Its function is to provide fuel and nourish- 
ment to sustain the brain and body, to manufacture 
vitality, to oxygenate the blood, to create and sustain 
animal life. It fires, stimulates, intensifies and 
electrifies the body, builds up the torn down tissues 
expended from mental and physical labor. 

Persons with this element predominating are 
characterized by a deep chest, large abdomen, stocky 
form, broad and deep, short and thick, full round face, 
large round body, round hands, full or double chin, 
with large breadth of nose indicating great breathing 
capacity. They create more nutrition than is neces- 
sary to carry on the operations of mind and body, 
consequently they put on superfluous flesh and become 




Fig. 5. 
THE VITAL TYPE— POLITICIANS AND FINANCIERS 
WILLIAM JENNINGS BRYAN. EX-PRESIDENT WM. H. TAFT. 

TOM JOHNSON. J. PIERPONT MORGAN. 



THE STRUCTURE OF THE BODY 55 

fat and heavy, and the extreme of this type is corpulent. 
Such persons are prone to enjoy life, love ease, luxury, 
and pleasure. 

Individuals thus constructed possess happy, placid, 
and contented minds and faces. They love the good 
things of life — good food, good clothing, a comfortable 
bed, ease, and leisure. In spirit they are amiable, 
candid and practical, are inclined more towards 
business than study, more worldly than scientific. 
Persons with this temperament predominating learn 
more from observation, experience, and conversation, 
than mental drill, abstruse reasoning, and long 
meditation. They are usually shrewd, have plenty of 
tact, are sociable and friendly, also more commercial 
than literary. 

The vital person is round, fat, well nourished, and 
strong in capacity. Vitality is indicated by an active 
nutritive or vital system, also by large lungs, full 
cheeks, stomach and blood vessels and a corpulent and 
plump figure. 

Reference to the portraits of famous judges, 
politicians, financiers, executives, organizers, and 
commercial kings will show a great tendency toward 
construction upon lines of a circle, namely: round face, 
rounded body, and a tendency to roundness in hands 
and limbs. 

Persons possessing this as their leading element and 
only a moderate degree of the mental, enjoy excite- 



56 ANALYZING CHARACTER 

ment, amusement, fast driving, theaters, and social 
pastimes. This type usually possesses an extremely 
large degree of amativeness, therefore they are very 
ardent lovers and they have large social proclivities, 
large selfish propensities, a head more broad than high 
'u proportion, excellent powers of observation, and 
good, practical judgment. On account of their strong 
vital system and love of social life, they are more prone 
to dissipation, to self-indulgence, and therefore, sub- 
ject to perversions of the passions and appetites. 
Gamblers, sports, harlots, and so forth, are usually 
perverted examples of this combination. 

Some of the occupations most frequently found in 
this class of persons are those of owners of theatres 
and amusement places, hotel and restaurant proprie- 
tors, butchers, grocers, and saloon-keepers. They have 
exceedingly keen financial instincts and are the money 
makers of the world. When united with strong mental 
qualifications, we may find lawyers, doctors, orators, 
and politicians, of which profession we have many 
illustrious examples. Executives, manufacturers and 
merchants usually manifest a good endowment of the 
vital element, though a healthy development of this 
temperament is essential to all occupations and 
callings in life, for upon this vital system all the 
functions of brain and body depend for life, animation, 
and recuperation. 

The vital represents what was formerly called, by 



THE STRUCTURE OF THE BODY 57 

the old phrenologists, the lymphatic temperament. I am 
of the opinion that there does not exist a lymphatic 
influence, but rather that it represents more properly 
a diseased condition of the vital, and is not a normal 
state. It is characterized by a fullness and rotundity 
of form and limbs, sallow, thick, leaden, inexpressive 
features; thick lips, full blunt or double chin, light 
eyes, pale complexion, thin soft light hair, a feeble 
circulation, muscles soft and plastic, vitality languid, 
giving a lifeless and inanimate appearance to the whole 
physiognomy. It is produced by a predominance of 
the stomach and large appetite. With these external 
symptoms never look for a great mind. They prefer 
resting to working, even to playing ; they would rather 
sleep than think ; they are lazy, worthless lubbers, with 
hardly energy enough to laugh heartily; they are 
incapable of anything severe or intense or ardent in 
any manifestation of mind or body. 

Such people excel in sleeping and eating ; in feasting 
and fattening; they are usually gluttons, although often 
good-natured and harmless, slip-shod, go-easy people. 
If perchance, this temperament or condition is linked 
with a good brain, they never overwork themselves 
but sleep and eat well in the greatest crisis. Instead 
of being fleshy and rosy as in full health they are fat 
and pale. 

The vital condition is usually a feminine quality. 
Women in whom it is deficient have small narrow 



58 ANALYZING CHARACTER 

chests, poor necks and straight or shapeless limbs, 
almost destitute of the elements that give beauty to 
the form and grace to the body. 

The larger man tends to be slow of movement and 
is inclined to earn his living without undue exertion. 
The large fat man is calm, poised, deliberate, and to 
a certain extent phlegmatic. It is for these reasons 
that men of this type so often have unprejudiced 
judicial minds and are capable of weighing all the 
evidence carefully and impartially when acting as 
judges or arbitrators. 

Some of the world's celebrities with a strong, vital 
temperament are Queen Victoria, King Edward VII, 
Grover Cleveland, Martin Luther, William McKinley, 
Robert Ingersoll, and J. P. Morgan. Some excellent 
modern examples of the vital temperament are Chief 
Justice White of the U. S. Supreme Court, William 
H. Taft, former President of the United States; 
Belmont, Schiff, Ryan, Wanamaker, and James J. 
Hill. Some prominent political figures in New 
Zealand of the vital type are former Prime Minister 
Seddon, the present Prime Minister, Mr. Massey, and 
Minister of Finance Sir J. G. Ward. 

The Motive Type — The Man of Bone and Muscle. 

The motive temperament comprises the mechanical 
apparatus of the man, the locomotive function of the 




Fig. 6. 
THE MOTIVE TYPE— MEN OF ACTION. 



EX-GOVERNOR JOHN A. DIX. 
ADMIRAL SIR DAVID BEATTY. 



SAMUEL T. REA. 
MAJOR GENERAL GOETHALS. 



THE STRUCTURE OF THE BODY 59 

body. It constitutes the framework or the skeleton, 
bones, muscles, and tendons. It enables us to walk, 
move, stand, sit; it makes us strong, enduring, and 
tough. Individuals in whom this condition predomin- 
ates are physically peculiarized by a square, muscular, 
bony appearance ; square head and face ; raw boned or 
large-boned, prominent features, broad shoulders, high 
cheekbones, large nose, large broad jaw, strong teeth, 
and firm or medium texture. In other words he is 
the man of bone and muscle. Sometimes he is tall 
and lanky as Lincoln. An example of the short, 
stocky, motive type is to be found in Grant. 

Inherited, it is the result of climate, topographical 
conditions, and habits of life followed for generations. 
Among people who dwell in mountainous countries, 
like the Scotch and the Swiss, we find it strongly 
marked. 

When these qualities predominate, it produces 
action, toughness, endurance, and perseverance, and 
compels one to follow pursuits requiring activity, loco- 
motion, energy, and forcefulness. As a rule, those in 
whom motivity is strongly marked are known for 
their force of character, love of liberty, industry, 
athletic ability, courage, mechanical knowledge, and 
executive force; they are the leaders in active life; 
the observers rather than the thinkers. They can 
perform the work that is planned by the thinker, they 
are frequently arrogant and domineering, and their 



60 ANALYZING CHARACTER 

love of power and control often leads them to excessive 
effort. The nations that have taken their place in 
history for their prowess are specially characterized 
by the motive temperament. We find it decidedly 
marked in the American Indian, as in fact in all bar- 
barous or savage tribes that are celebrated for their 
warlike inclinations. 

It is clear that the man who combines a motive 
temperament, blonde coloring, and a convex profile, 
would be an extremely combative, active, aggressive 
person. His character would be practically all 
positives, and he would possess in combination all the 
physical characteristics that make for determination 
and self-assertiveness. Character analysis points to 
Colonel Roosevelt as one of the most perfect illustra- 
tions known of the blonde, motive, convex, type. In 
this they see an explanation for the fact that his 
character and temperament are so positive. 

All the great generals, from Julius Caesar and 
Hannibal, down to Grant, Foch, Hindenberg, Pershing, 
and Sir Douglas Haig, have been gifted with highly 
developed motive temperament. The leaders, over- 
seers, managers, fighters, explorers, and constructors 
in every calling which demands force and action, 
perseverance, power, toughness, endurance, strength, 
and energy, will be found to possess an inordinate 
degree of this temperament. 

An examination of the portraits of great generals, 



THE STRUCTURE OF THE BODY 61 

pioneers, cowboys, builders, reformers, leaders, 
engineers, explorers, athletes, automobile racers, 
mechanics, aeronauts, and others who lead a life of 
great muscular activity, will show a general tendency 
towards structure on the lines of the square face, r 
square body, square hand — all splendid indications of 
the motive type. 

This type is more common to man than woman ; it is 
peculiarly the masculine temperament. 

Women in whom this temperament is predominant 
are well-known by their manly appearance, their 
unusual pluck, energy, perseverance, endurance, their 
love of authority, political aspiration, freedom, and 
independence; they are ambitious for commercial 
occupations and enterprises of a masculine nature. 
Women who are a success as traveling agents and as 
orators will be found to possess this temperament; 
such women love to govern, they manage their own 
households, and govern their own affairs. 

Motive individuals are predisposed to a special class 
of diseases, namely : rheumatism, indigestion, imperfect 
circulation of the blood, derangement of the liver, bil- 
ious tendencies, piles, and other chronic troubles. This 
temperament was formerly called the bilious tempera- 
ment, as such people were more naturally subject to 
bilious disorders. Diseases of the vital type are more 
acute than chronic, such as fever, inflammation, 
diseases of the heart, apoplexy, and so forth, while in 



62 ANALYZING CHARACTER 

the motive they are more lingering than inflammatory. 
Disease takes a powerful hold on the motive type of 
people, but they possess greater toughness to endure it. 
Some of the noted personages in whom this tempera- 
ment predominated are Washington, Gladstone, Oliver 
Cromwell, Lincoln, Sherman, Grant, Meade, Farragut, 
Colonel Roosevelt, Von Hindenburg, Kitchener, Haig, 
Admiral Beatty, Von Ludendorf, Foch, Pershing, 
McAdoo, Joffre, Goethals, and Samuel T. Rea. 

The Mental Type or the Man of Brains 

The mental type, though last in our order enumer- 
ated, is really first in influence. The constitutional 
element that lies at the basis is the brain and 
nervous system. Like others, its predominance is due 
to inheritance, though if originally moderate in degree, 
it may be materially strengthened by training and 
culture, so that while holding a secondary place it may 
become primary. Through this system we feel, hear, 
think, smell, and so forth. It produces intelligence, 
thought, feeling, emotion, and is the foundation of all 
psychic phenomena. 

The characteristics of the persons who possess the 
mental physique are a forehead high and broad at the 
top and a narrowness of the jaw, chin, and lower part 
of the head, causing the face to look triangular in 
shape or similar in appearance to an inverted bell or 




Fig. 7. 
THE MENTAL TYPE— MEN OF THOUGHT. 
PROF. HUGO MUENSTERBERG, PROF. A. AGASSIZ. 

Psychologist. Writer and Teacher. 

KELLOG DURLAND, J. N. LAMBERT, 

Author. Teacher and Mission Organizer. 



THE STRUCTURE OF THE BODY 63 

pear. The body is frail and small in proportion to the 
size of the head, hands and features delicately cut, 
medium or fine textured hair and skin, the countenance 
mobile and very expressive. Such persons are 
naturally studious, intellectual, idealistic, sensitive, and 
refined, highly susceptible to mental impressions, have 
a deep love of mental labor and pursuits, desire to 
think and study, are noted for their clearness, preci- 
sion, and mental activity. They think, love, and aspire 
with great ardor and devotion; they enjoy keenly and 
suffer intensely. 

The mental is obviously the most important quality 
that belongs to the combination of man, for with the 
brain weak all other organs are worthless and valueless. 
It confers the poetic, philosophic, and artistic elements 
in man ; it deals almost exclusively with the mind ; it is 
the medium of the intellectual, emotional, and spiritual 
action; its habits and tastes are purely of a mental 
nature. This type produces the geniuses, philosophers, 
scientists, poets, authors, and so forth. It denotes 
the dreamer and the idealist. In the modern com- 
mercial world they are the advertising men, clerks, 
bookkeepers, secretaries, accountants, draughtsmen, 
and office workers. They are not fitted for hard 
physical work and usually hate it. Children of this 
class should always be given an academic training for 
some professional career, otherwise they may be added 
to the vast army of "misfits." 



64 ANALYZING CHARACTER 

All the greater lights of the world have this tem- 
perament well developed. A most cursory examination 
of the portraits of poets, educators, literary and 
scientific genuises, will show generally a marked 
tendency in them to resemble the triangle in structure 
of head and body — both head and body being wide at 
the top and narrower in the lower regions or pyriform 
in shape. Owing to the absence of the motive element 
in their structure they dislike manual labor, but enjoy 
reading, meditating, and philosophizing. 

The beauties and blessings of this type are inde- 
scribable; they are known only to those who are 
fortunate enough to possess it in a healthy degree. 

The diseases that persons with an excess of this 
development are more subject to are brain and nervous 
disorders, dyspepsia, consumption, and spinal com- 
plaint. 

Some of the great representatives of this type 
are Shakespeare, Whittier, Holmes, Horace Greeley, 
Edgar Allan Poe, Socrates, Mendelssohn, and Hall 
Caine. President Wilson is a splendid example of the 
mental type. 



The All-Around Man 

In nearly every individual some one organization is 
usually predominating, and it is the variety in degree 



THE STRUCTURE OF THE BODY 65 

and the proportion of these combinations that causes 
the variety in human shapes. The temperament pre- 
dominating has an overwhelming influence on the 
individual's career, and on his occupation, health, mind, 
and happiness. The most satisfactory mixture of 
these elements is a harmonious development of all 
three of them. It denotes the thinker, the doer, and 
the administrator. This is the best combination for 
the greatest enjoyment and efficiency; it makes the all- 
around man, it gives general genius and true greatness. 
It gives strength and harmony of character; it gives 
consistency as well as power, and it causes one to be 
strong but not coarse; emotional but not erratic, 
animated but not excitable. Characters such as these 
are seldom seen, but we find good illustrations how- 
ever, in the figures of Washington, Adams, Grant, 
Edison, Roosevelt, and Lloyd George. 

Every person must possess some portion of these 
three temperaments ; each is a vital constituent in the 
life of man ; each temperament performs and executes 
different functions; each defines its duties by the 
organs which compose it, and the characteristics which 
have produced it; each has inclinations that the other 
is incapable of; each temperament is good or bad, 
efficient or inefficient, in proportion as they are mixed 
and harmonized; each temperament is as great as the 
other; each executes a special life's work. The vital 
provides the fuel and steam necessary to run the 



66 ANALYZING CHARACTER 

engine; the motive gives the strength, power, locomo- 
tion, and endurance for the driving machinery, and the 
mental is the brain or the engineer. To my mind, the 
mental is the highest temperament of the organization, 
indispensable and invaluable to the others, for it is 
the cornerstone of progress. 

Success in life depends upon the development of 
man's mental and physical powers. Mere physical 
power is worthless, unless intelligence guides it, for 
it is the intellect that distinguishes man from the 
brutes. 

There are two ways of developing one's ability to 
achieve success: First, by improving your thoughts 
and feelings, and second, by applying your power to 
think and feel to the persons, things, and forces about 
you in a manner which will produce the most desirable 
result. Self-knowledge is the first step to self- 
development and through an understanding of his own 
aptitudes and talent, one may find fullest expression 
for the highest possibilities of the spirit. The key to 
self-knowledge and success is intelligent, scientific self- 
study. 

The motive and the vital temperament are but tools 
of the mental and subordinate and inferior to it. All 
the functionaries of the body are but servants of the 
mental system, for when the brain is deficient, the 
others are relatively weak. In our description of the 
different types of structure, we have considered them 



THE STRUCTURE OF THE BODY 67 

mainly as independent elements. In nature, they exist 
in combinations, one, however, usually being more 
conspicuous than the others. So rarely do we find an 
example of an even distribution or balance that it may 
be said that they who possess it are marvelous excep- 
tions in the current of human society. Thus an even 
mixture would indicate a most extraordinary heritage ; 
it would be constitutional perfection. 

Occasionally a person is met whose organization 
approaches this balance and we are accustomed to 
speak of him as possessing a balanced temperament, 
and it becomes difficult to determine which element 
is in predominance. In this type of person we have 
a good example of a balance of physiological condi- 
tions. We find the indications of a symmetrically 
developed body, features regular and full; the head 
quite evenly proportioned and an abundance of vitality, 
force, and mentality. In such a person the harmony 
resulting from the blending of the physical elements 
is also indicated in the character. There is vivacity, 
quickness, ardour, modified by consideration, steadi- 
ness, and coolness, and he is refined, delicate, and 
ambitious. The motive element supplies him with 
perseverance, endurance, and energy; the vital gives 
buoyancy, flow of spirit, and capacity, and the mental 
endows it with brains. In conduct such persons are 
known for regularity, decision, energy, and all around 
ability. 



68 ANALYZING CHARACTER 

As it will be observed, we have divided the whole 
of humanity into three classifications, namely, the men- 
tal, the vital, the motive. In its briefest analysis these 
adjectives are used to describe that particular part of 
one's organization which is most active. A mental 
mind is one whose cerebro-nervous system or mentality 
is the dominant factor in all of his operations. A motive 
man is one whose life is largely regulated by the 
activity of his muscular system. A vital man is one 
who has a strong hold on life through his digestive 
processes. The mental type is the thinker ; the motive 
type is the doer; the vital type is the executive — the 
one who directs others. 

The mental individual deals largely in abstractions; 
the motive type is constantly on the move; the vital 
type is usually quiescent or active in an administrative 
or judicial capacity. In the professional world — 
medicine, for example, the mental man is the investi- 
gator, the motive man is the practitioner and surgeon ; 
the vital man is the professor. The mental lawyer 
again is a keen intellectual advocate — termed by the 
English a solicitor; a motive lawyer is the barrister 
and the man who manages the firm and obtains the 
business. The vital lawyer is the jurist on the bench. 
In business, the mental type is a business builder and 
planner, the motive type is a business getter, and the 
vital type the executive. In public life the mental 
type is a philosophic statesman (President Wilson), 



THE STRUCTURE OF THE BODY 69 

the motive type is a militarist, vigorous campaigner, or 
reformer, (the late President Roosevelt), the vital 
type, the conservative expounder of law and order, 
and the upholder of peace and justice, (ex-President 
Taft). 

In physical build the mental man is usually slight 
and tall, with small bones and slender muscles, and 
nervously rapid in all of his movements. The motive 
man is more thick-set and athletic; he has broad and 
square shoulders; his whole person suggests rugged- 
ness, strength, and physical power. The vital type is 
inclined to corpulency. The body is widest around 
the waist, from which it tapers in both directions — 
towards the head and towards the feet. Each type 
likewise reveals itself in the shape of his face as we 
explained previously. The mental man is high in the 
forehead, tapering to the chin, the whole contour 
suggesting a triangle, the motive man is in facial 
outline approximately a square, while the vital man's 
face is oval or round. 

In the minor positions in a large corporation, the 
mental type becomes an office clerk, the motive type 
a salesman, the vital, one of the smaller executives. 
In the larger organization, the mental type is the 
efficiency expert, inventor, advertising manager, or the 
planner. The motive type is the hard-driving general 
manager; the vital type, the head of one of the great 
departments or a director. 



70 ANALYZING CHARACTER 

Mentality, activity, and vitality all have their several 
degrees, and according to this system, the capacity of 
every person, whatever its extent, runs in one of these 
three directions, therefore, in cataloguing a young man 
as mental the examiner does not mean that he is an 
intellectual giant, but that whatever ability he has will 
be along that line. He is a born bookkeeper rather 
than a machinist or an executive. 

We often meet types who possess two of these 
elements in combination such as mental-motive; the 
mental-vital or the motive-vital. 

The mental motive individual has the high, wide 
forehead of the brainy and nervous type, combined 
with the square jaw, square hands, and square 
shoulders of the bone and muscle man. This person 
uses the intellectual, thinking, and art loving functions 
of the mental in conjunction with the freedom loving, 
outdoor loving, mechanical, and constructive powers 
of the motive. 

He becomes an inventor, an engineer, draughtsman, 
architect, contractor, shipbuilder, orator, agitator, 
scientific agriculturist, and railroad man or general. 

The mental-vital type combines the planning and 
thinking of the brain worker with the judicial, finan- 
cial, merchandising attributes of the fat man. He is 
a keen buyer and seller, importer and exporter, rail- 
road magnate, theatrical manager, judge, politician, 
writer, orator, lawyer, capitalist, banker, and organizer. 






Fig. S. 
COMBINATIONS- MENTAL-MOTIVE AND MENTAL-VITAL. 



HON. WM. G. McADOO. 

LUTHER BURBANK 



HENRY FORD. 
THOMAS A. EDISON. 



THE STRUCTURE OF THE BODY 71 

The fat man who is also bony and muscular com- 
bines activity and constructiveness with his administra- 
tive abilities and is often found among managers, 
foremen, athletic managers, police and fire department 
officials, manufacturers, generals, admirals, and so 
forth. 

Blondeness makes more positive the characteristics 
of these individuals. It lends optimism to the thoughts 
of the thinker, practical judgment to the material 
desires of the fat man, and energy and activity to the 
constructive, outdoor loving characteristics of the 
doer. 

Brunettene^s on the other hand, negatives the mani- 
festations. It sobers the reflections of the mental 
individual making him more meditative and introspec- 
tive. It also detracts from the energy of the motive, 
but endows him with greater sustaining power and 
endurance. It modulates the pleasure loving and 
organizing instincts of the vital man, but also gives 
greater stability and conservatism. 

Convexity denotes greater speed in thinking and 
action. 

Concavity gives other manifestations such as good 
nature, mildness, theorizing, and deliberation. 

Pemember that analyzing character is a judicial 
process and that conclusions must be based upon 
observation of ALL the variables. 



Chapter V. 

QUALITY OR TEXTURE 

Our system of character analysis deals entirely with 
external manifestations. It is a law of human nature 
having universal application that the color, form, 
structure, texture, proportion, and condition of 
an object indicates its function and use. In an 
intuitive way, we all recognize the value of external 
characteristics in judging human capabilities. We 
take a violent dislike to some persons, almost at the 
moment of meeting them. Even our language is 
expressive upon this point. We speak of people as 
being coarse-looking, hard-headed, thick-skinned, and 
use many similar phrases. The sensitive, refined 
person usually has a fine-textured skin. It is an 
embryological fact that the skin was, and is, the 
original seat of all sensation and that the spinal cord 
and nerves are but modified and specialized inturned 
skin. A man's skin therefore indicates the texture 
or quality of his brain and connotes both physical and 
psychical degrees of sensitivity. 

The inherited nature of all things both predetermines 
their organism and is the one great controller of all 
functions. As we are born, so to a great extent we 

[72] 



QUALITY OR TEXTURE 73 

must remain. Education may teach a tractable dog 
to do this and not to do that, but can never change his 
natural breed. It may strengthen or weaken organs 
already created, yet it can create nothing, but only 
develop into practice pre-existing capacities. Strictly 
speaking, organisms may not be hereditary but that 
which predetermines and controls them certainly is, 
and goes far below, yet rises far above, besides com- 
pletely enveloping and overriding all other conditions. 

A good hereditary life entity, along with its accom- 
panying excellent organism then, is the first basilar, 
all-potent condition and indication of all power of 
functions, all happiness. It or its origin is congenital, 
derived mainly from the original nature of the parents 
themselves, and their creative states of mind and body, 
their health, mutual affection, and so forth, or want 
of them, and other like primal life conditions; and is 
infinitely more potential than education, associations, 
and all surrounding conditions combined ; in short, it is 
that which renders grains hard, oaks strong, fish slimy, 
foxes tricky, swine swinish, tigers fierce, and man 
human; and imparts to all things their instincts, 
natures, modes of action, and hereditary tendencies of 
all kinds, by transmitting to each progeny the specific 
faculties of its parents in that proportion in which they 
existed in the parents. 

Texture, therefore, becomes a landmark in diagnos- 
ing character. A fine or coarse, good or poor, organic 



74 ANALYZING CHARACTER 

structure, indicates like mental qualities. All examina- 
tions must consider them and the proper judgment of 
an individual impinges on this characteristic to a great 
extent. 

These different organisms cannot well be described, 
and only partially transferred to an etching, yet a 
sharp eye, with a little practice at observation will soon 
learn to perceive and measure the effects of organic 
quality on character. It is what we call "bottom" in 
the horse, "the breed" in the full-blooded animals, and 
"blood" in those of good extraction. 

Woolens, cottons, serges, pottery, crockery, clay- 
products, wood, stone, or metals show the greatest 
differences in the fineness or coarseness of their tex- 
ture. The same sort of variation in sheep's wool 
causes the difference between broadcloth and serge. 
Just as the thoroughbred race horse indicates one set 
of abilities and the rough Percheron another, so in 
man the fineness of skin, hair, nails, features, hands, 
feet, and general build shows the same comparison. 
Just as a silky-haired cat could not exist under con- 
ditions quite acceptable to a wire-bristled and coarse- 
grained pig, so the person of fine or medium texture 
possesses qualities that will fit him for fine work, 
whereas he would probably fail at other important 
positions. 

The quality or texture of the organization is a 
splendid guide for the examiner in determining the 




18 



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m g 

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QUALITY OR TEXTURE 75 

branch of business, profession, or vocation to which 
the applicant is- adapted. Generally the man who is 
delicately organized is adapted to delicate operations, 
and would certainly fail where great endurance, tough- 
ness for fibre, and comprehension of the largest enter- 
prises are required, unless he combines a large size and 
strength with his delicacy. Some very powerful men 
are delicate in fibre but they have the strength of silk 
which is delicate and strong. Conversely, we 
sometimes find men who are quite large but are very 
soft and weak in their consistency and seem to possess 
but little endurance. As a general rule large men are 
coarser and have more strength than small men, the 
latter being more delicate and susceptible to finer 
impressions. This, however, is by no means an 
absolute fact. 

The trees of the forest present distinct variations 
of quality, depending on the texture and grain of the 
wood. The oak is hard, the ash is brittle and the pine 
is soft, and so forth. The temper of steel determines 
its value; the same may be said of all minerals. An 
examination of the human organization will disclose 
variations, different, it is true, but still sometimes 
strikingly analagous and no less important in 
determining the fitness of the individual for particular 
purposes. 

We also determine quality by a critical inspection 
of the general contour of the body, its relative size, 



76 ANALYZING CHARACTER 

the adaptation of its parts to each other, the color and 
grain of the skin, the relative brightness of the eyes, 
the fineness of the hands and the finger nails, the color 
and texture of the hair, the movements of the body, 
the tone of the voice, and the rapidity of the mental 
processes. 

A man whose hair, skin, features, hands and body 
generally, as well as his clothing, manner, and speech 
all indicate that he is of the "rough and ready" or 
strong and coarse textured type, is not sensitive, can 
work happily and efficiently in the midst of dirt and 
grime. A hair from the head of such an individual 
will be wider in diameter, harder to break, and harder 
to pull from the scalp than another from an organiza- 
tion of finer texture. He is a first class man for 
structural iron work or bridge building and handles 
with vigor and effectiveness heavy unrefined materials 
and massive machinery. Cowboys, railroad men, 
miners, explorers, and so forth, are good examples of 
the coarse textured type. 

Fine quality is evidenced by delicacy and refinement 
of structure. It may or may not be co-existent with 
strength. Some substances are refined and delicate, 
but have a great deal of strength. The strands of silk 
thread are fine and delicate but much stronger than 
cotton thread. (See pictures of Vaughan Glaser, the 
actor, and Eugene V. Debs.) 

Delicate or fine quality is shown by close grained 





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X 
Eh 
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A 

<d 

o 
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in 
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QUALITY OR TEXTURE 77 

texture of the skin which is smooth and soft, almost 
like a baby's. The hair is fine, the eyes are clear and 
bright, the features delicately cut and harmonious, as 
in the photographs of Mae Marsh, the movie star, and 
Jan Rudini, the artist. The mental processes are 
bright, rapid, and facile; their depth and power 
depending upon the combination of the element of 
strength with delicacy. Persons possessing delicate 
quality are very acute. 

The individual of fine texture is sensitive, imagin- 
ative, and responsive. He loves beauty. He will not 
work efficiently and happily in coarse, unlovely, harsh 
surroundings; nor will he be at his best handling 
coarse, large unbeautiful tools or materials. He likes 
to do literary, artistic, or scientific work or to handle 
fine machinery, beautiful tools, silks, or satins, objects 
of art, and to do delicate and artistic work. Take the 
case of a man whose other variables show an aptitude 
for working at machinery. If he is coarse textured 
his inclinations will lie towards railroad engines, 
stoves, threshing machines, and the like, whereas a 
fine textured man would be better adapted for work at 
sewing machines, typewriters, watches, jewelry, and 
the handling of fine tools. 

The fine textured person loves luxury, beautiful and 
expensive environment and clothing. He is found 
amongst the members of the nobility and aristocracy. 
Coarse texture shows an affiliation with or sympathy 



78 ANALYZING CHARACTER 

for the laboring classes, the proletariat. Keir Hardie, 
Emma Goldman, Prince Lvoff, Ettor, Haywood, Jack 
Londonj Maxim Gorky, Bebel, and other radical 
thinkers all show coarseness of texture. 

Anything which is hard in consistency has compara- 
tively great resistance and persistence. That which 
is elastic in consistency is adaptable and seems to have 
spring, life, and energy in it. That which is soft in 
consistency is pliable and impressionable. These 
principles have been found to apply to human beings. 
The softness or firmness of a man's skin, the pliability 
of the bones of his fingers or their relative rigidity, all 
have important bearings upon a man's quality. 

Consistency or flexibility may be classified as rigid, 
firm, elastic, soft, or pliable. This is best judged by 
pressing the skin and bones or shaking hands with a 
person in order to note the amount of plasticity or 
resistance. 

Firmness is exhibited by an organization harmoni- 
ously constructed, full sized, compact, and firm. The 
limbs, trunk, and head are generally well formed, the 
muscles firm and steady, the walk and carriage erect, 
and the movements generally graceful, however all 
indicating power. The features of the face are strongly 
marked and prominent, the lines well delineated and 
every indication denotes strength. The grasp of the 
hand is firm and steady, indicating muscular power. 
The skin firm to the touch though the grain may be 



QUALITY OR TEXTURE 79 

fine or coarse. The entire organization is built upon 
the principle of strength, but the direction in which 
this will be applied will depend upon the temperamen- 
tal conditions. With the mental temperament well 
developed a strong mind will be manifested; with the 
vital or motive movements, strong physical and mus- 
cular functions. The absence of strong quality in an 
organization tends to show that all the temperaments 
are weak. 

A flabby hand seems to offer no resistance or 
pressure and this softness shows the dreamer and the 
idler. It is the hand of one who desires ease, mental 
and physical luxury, and beautiful surroundings, but 
would sooner live in squalor than work to gain them. 

It may be that this individual has a great deal of 
ability, but he is usually too lazy to develop his talent 
and realize upon it. These people are easily in- 
fluenced, are often cunning in securing what they want 
without undue exertion and they are usually subject 
to chronic invalidism. 

The elastic individual has life, springiness, resist- 
ance, and adaptability. He is the person who can act, 
the man of vim, vigor, push, alertness, and "sensible 
energy." This man is resourceful, progressive, and 
normally sympathetic and generous. 

The hard hand, skin and bones will be found in the 
"hard" individual. It shows energy, labor, miserli- 
ness, narrow-mindedness and ofttimes cruelty. This 



80 ANALYZING CHARACTER 

man is tenacious, relentless, stern, and frequently- 
merciless. (See photographs of Von Hindenburg and 
Lord Kitchener.) 

Fine textured people wear fine clothing and delight 
in living and working in a refined environment. They 
sell or handle laces, silks, jewelry, art work, tapestries, 
furniture, photographs, velvets, and feathers. 

Coarse textured people will be found in railroad 
yards, steel mills, shoe factories, stove works, cattle 
yards, slaughter houses, mining camps, and so forth. 

The individual of medium texture or consistency 
can adapt himself to almost any vocation in accordance 
with his other variables. 

Whereas the "hard" man can fit himself to do work 
demanding tenacity and endurance, such as mining, 
exploring, and so forth; the soft man is better adapted 
to merchandising, public speaking, and so forth. 



Chapter VI. 

AN ANALYSIS OF PHRENOLOGY 

About the close of the eighteenth century a physician 
by the name of Dr. Gall, originated the science of 
Phrenology, one of the greatest and yet most abused 
discoveries of his era. Dr. Gall was born at Tiefen- 
brunn, Suabia, on March ninth, 1757, and died in Paris 
on August twenty-second, 1828. He received his 
medical education at Strassburg and Vienna, and was 
at one time offered the post of Physician to the Court 
of Austria, but declined. At an early age he was 
struck with the fact that his playmates, brothers, 
sisters, and companions were distinguished from each 
other by some peculiarity of talent or disposition. Some 
were remarkable for their musical instincts or their 
penmanship; some for their success in arithmetic and 
others for their general character and witticisms. 

The scholars with whom Dr. Gall had the greatest 
difficulty in competing were those who memorized with 
great facility. Some years afterward, having changed 
his place of residence, he still met individuals endowed 
with an equally great talent for learning to repeat. He 
then observed that pupils so gifted possessed prominent 

[81] 



82 ANALYZING CHARACTER 

eyes, and then recollected that his rivals in the first 
school had been distinguished by the same peculiarity. 
From that period he commenced his studies concerning 
the relationship between external signs and the intel- 
lectual manifestations. 

These studies led him to observe the structure and 
characteristics of individuals in all walks of life. He 
observed that although his brothers and sisters and 
schoolfellows had all received very nearly the same 
education, still, each of them unfolded a distinct 
character over which circumstances appeared to exert 
only a limited control. "Often," said he in his book, 
"Sur les Fonctions du Cerveau," "were we accused of 
want of will or deficiency in zeal, but many of us could 
not, even with the most ardent desire, followed up by 
the most obstinate efforts attain in some pursuits even 
to mediocrity, while in certain other points some of 
us surpassed our school fellows without an effort, and 
almost it might be said, without perceiving it ourselves. 
But, in point of fact, our masters did not appear to 
attach much faith to the system which taught the 
quality of mental faculties, for they thought them- 
selves entitled to exact more from one scholar and less 
from another. They spoke frequently of natural gifts 
of God and consoled their pupils in the words of the 
Gospel, by assuring them that each would be required 
to render an account only in proportion to the gifts he 
had received." 



AN ANALYSIS OF PHRENOLOGY 83 

Although environment is a powerful factor in de- 
termining and moulding our careers, environment will 
not change the spots of a leopard or make a wolf kind 
or a lamb ferocious. In respect to the human element, 
the individual who in one year displays selfish and 
knavish propensities never becomes in the next a good 
and faithful friend. 

When Dr. Gall was pursuing his studies and investi- 
gations, he was met by a baffling array of facts and 
theories propounded by various physiologists, psycho- 
logists, and metaphysicians, respecting the mental 
faculties. By general consent, the moral sentiments 
had been consigned to the thoracic and abdominal 
viscera; and though Pythagoras, Plato, Galin, Haller, 
and other physiologists placed the sentient soul or 
intellectual faculties in the brain, Aristotle placed it in 
the heart, Van Helmont in the stomach, Descartes and 
his followers in the pineal gland, and Drelincourt and 
others in the cerebellum. 

Abandoning, therefore, every preconceived idea and 
notion, Dr. Gall gave himself up to independent 
observation and research. He examined thousands of 
individuals in asylums, prisons, factories, schools, 
colleges, and so forth, and especially devoted his at- 
tention to the heads of those who were remarkable for 
some endowment or deficiency. 

The methods used by Dr. Gall in his researches 
included the collection of plaster casts of the skulls 



84 ANALYZING CHARACTER 

of men and animals and of models of the brains of 
men and animals in wax, a collection which he men- 
tions in a petition to the Emperor about 1800 as having 
cost him up to that time some 7,000 Gulden — about 
$3>5°0- He collected skulls. He compared heads, 
searching for definite characteristics of forms or 
developments where well marked peculiarities of 
intellect or disposition were present. He dissected 
brains in an effort to discover the parts involved in 
the action of various faculties and propensities. He 
made a comparative study of the brains of animals, 
with a view to the discovery of the way in which dif- 
ferences in disposition and mentality corresponded 
with brain development. Finally he took full advan- 
tage of his opportunity as Physician to the Hospital 
of the Insane at Vienna to study lesions and injuries 
to the brain. 

He early in life became particularly interested in 
the anatomy and physiology of the brain. As a brain 
specialist his studies, researches, investigations, dis- 
sections of the brain, were the most complete and per- 
fect that had ever been made up to that time. Prior 
to Gall's time the only dissections of the brain were 
made by cutting it into slices. He was the first 
anatomist to follow the nerves of the brain to their bed 
and to disentangle and unfold the convolutions and 
other parts of the cerebrum and cerebellum. 

In 1800 he was joined by Dr. J. G. Spurzheim, a 



AN ANALYSIS OF PHRENOLOGY 85 

clever anatomist, who thereafter assisted him in many 
of his lectures. 

Some have studied phrenology in the light of 
unbiased investigation and accepted its teachings 
heartily, while others have made it a butt of jokes and 
ridicule. When we realize the power of this science, 
to expose evil, to detect the coward, the grouch, the 
prostitute, the hypocrite, the thief, and to discover all 
the human faults and weaknesses despite their outward 
appearances, we can readily understand the cause of 
the malignant influences that have been opposed to the 
advancement of this study. Its wonderful power for 
good has been mitigated and its name and reputation 
have been slurred by charlatans and mercenary frauds 
who have endeavored to read character by "feeling 
bumps," but before completing this chapter we shall 
expose these fakirs and reinstate this noble "science of 
humanity" to its rightful position. 

Phrenology is now recognized as a science whose 
fundamental principles are as basic as the laws of 
agriculture or astronomy, and after explaining the 
principles of this study we shall proceed to prove them 
beyond all question of controversy. 

First we propose to show that the brain is the organ 
of the mind, just as the eye is the organ of sight, 
and every thought, every passion, every talent, every 
sentiment manifests itself through this instrument of 
the mind — the brain. This premise is so simple and 



86 ANALYZING CHARACTER 

so easily demonstrated that its conclusions are accepted 
by the whole of the civilized world. 

We all recognize that in some way or other the brain 
is the organ of the mind, that the brain has some 
such definite relationship to thought and feeling as 
the lungs have to breathing, the feet to walking, or the 
eye to seeing. 

Sir William Hamilton and other learned meta- 
physicians — they now call themselves psychologists — 
in opposing phrenology in the early days denied the 
relationship. It is now generally conceded even by 
university psychologists. 

It will not be found difficult to concede the point, 
that in order to increase our knowledge of the mind 
and of the difference between the thoughts and feelings 
of different minds, a good place to begin with is the 
brain. 

We all know that a blow on the head or an injury 
to the brain may render us incapable of reasoning. 
Brain fever, headaches, neurasthenia and other nervous 
diseases that render us incapable of thinking properly, 
are due to severe mental disturbances. These and 
several other easily proven facts make us realize that 
the brain is the organ of the mind and all thoughts 
leave their impressions upon the brain, just as sound 
is impressed on the wax record of the phonograph. 

Second, the mind is composed of a plurality of 
faculties. This is by far the most important principle 



AN ANALYSIS OF PHRENOLOGY 87 

in the study of phrenology, though one which is very 
easily proven. 

As the eyes have their organs of vision and the ears 
their organs of hearing, so too, music, love, reason, 
friendship, justice, and so forth, are distinct faculties 
and have their organs in the brain. If the mind were 
but a single entity there would be no such thing as 
partial genius. If the mind were but a single power 
a genius in music like Paderewski or Caruso — 
would also be a genius in history, arithmetic, biology, 
and so on, but we do find this to be so. Napoleon failed 
as an essay writer and Shakespeare was but a poor 
wool merchant. Lincoln was an unheard of shopkeeper, 
but a wonderful statesman. U. S. Grant was a failure 
as a tanner and saddler, but a remarkable general. S. 
G. Morse was a failure as an artist, but a genius as an 
inventor and the same could be said of Edison, 
Whitney, Watt, Stephenson, and a host of others. 

Besides, genius and dementia, monomania, or partial 
insanity, and partial idiocy all prove that the mind has 
many distinct faculties. Go to any insane asylum and 
there you will find patients (monomaniacs) who are 
insane on one topic whereas they are perfectly normal 
and rational on all other subjects. Some are afflicted 
with the religious mania, some are insane on the sub- 
ject of money, some (usually epileptics) want to kill 
themselves, others want to kill somebody else, some 



88 ANALYZING CHARACTER 

imagine that they are wonderful artists, philanthrop- 
ists, rulers, millionaires, and so forth. 

W. Mathew Williams in his "Vindication of 
Phrenology" describes the experience of Dr. Gall, Dr. 
Spurzheim, Mr. Combe, all of whom conducted 
thousands of examinations in criminal institutions and 
insane asylums where they successfully demonstrated 
their ability to detect the different forms of vice or 
dementia for which each individual was confined. The 
author has also participated in many investigations of 
this character with a high degree of success. 

Dr. James Ross, of Manchester, was among the 
first to demonstrate that idiot children can be made 
sane by operation. Again and again it was found 
that insanity or abnormal conduct proceeded from a 
brain compressed within a skull which had been 
prematurely contracted. All that was necessary was 
to cut out a portion of bone and so break the rigid 
confinement of the brain. Scores of men shot through 
the brain in the South African war were successfully 
treated by surgeons. Drs. Madey and Stewart of the 
Bellevue Hospital, New York, by boring into the brain 
of a man who had been rendered dumb, were able to 
remove an obstructive clot and restore his powers of 
speech. 

The most amazing triumph in brain surgery stands, 
however, to the credit of Dr. Bernard Hollander, 
M. D., M. R. C. S., L. R. C. P., a distinguished 



ANALYSIS OF PHRENOLOGY 89 

physician of London. In 1898 a London physician 
sustained injuries to the head, which, though not 
externally visible, seriously affected his mind. Head- 
aches and neuralgia incapacitated him; he developed 
suicidal tendencies, and was emotional and irritable 
past endurance. Travel and all the conventional 
methods failed to relieve him. His condition became 
worse and worse, so that in 1905 word blindness and 
attacks of paralysis supervened. After seven years 
of suffering, he consulted Dr. Hollander, who having 
long expounded the theory that different forms of 
insanity do not involve the whole brain, but are limited 
to more or less confined areas, was now able to justify 
his saying. He operated on the sick physician. After 
trephining, he discovered a morbid condition of the 
skull in the area upon which his attention was con- 
centrated, and an excess of cerebro spinal fluid, which 
kept the brain from pulsating. The fluid was with- 
drawn and the wound closed. Three weeks later the 
patient was quite well again, and a year and a half 
afterwards was able to report himself in perfect mental 
and physical health, a condition which he has enjoyed 
from his first hour of convalescence. 

In 1907 the victim of an accident, who had 
developed into a hooligan, was as successfully treated 
by a similar method. 

Such operations are now quite common, and not very 
long ago the author while in Hilton, West Virginia, 



go ANALYZING CHARACTER 

examined a young lady whose memory of events was 
very deficient. Examination disclosed a small scar on 
the skull and close questioning brought forth the fact 
that the young lady when quite young had been the 
victim of an automobile accident. The author recom- 
mended a visit to a capable surgeon and ventured the 
opinion that a part of the skull was pressing against the 
cells of the brain. This was found to be correct and 
an operation removed this obstruction and restored her 
faculty of memory. 

Let it not be supposed that these are isolated cases. 
In 1901, Bernard Hollander published a work entitled 
"Mental Functions of the Brain." In this work Dr. 
Hollander gives over 800 cases of local injuries, 
tumors, inflammations, hemorrhages, and atrophies of 
the brain resulting uniformly in disturbances of the 
mental function localized by Gall in the part of the 
brain affected. 

Besides this, he shows that the mental functions 
localized by modern investigators, such as memory of 
words, musical sense, and the motor and sensory areas 
are precisely the same areas as located by Gall for 
these same functions. 

Again he demonstrates that the skull is compara- 
tively thin living tissue, and therefore subject to 
change in size and shape. He also demonstrates that 
the skull takes its shape from the brain and not the 
brain from the skull, giving well attested cases in 



Fig. 12. 

EX-PRESIDENT WM. H. TAFT, 

Administrative and Judicial. 



ANALYSIS OF PHRENOLOGY 91 

which atrophy of a portion of the brain caused a 
depression in a corresponding area of the skull. 

All brain physiologists of to-day agree upon the 
localization of the sensory and motor functions in the 
brain. Through one part of the brain the legs are 
moved; through another part the arms; through still 
another part the hands and fingers, and so forth. 

Dr. William Hanna Thompson, physician to the 
Roosevelt Hospital and ex-president of the New York 
Academy of Medicine, in his book, "Brain and Per- 
sonality," makes the following statements, among 
others of the same importance : 

"It is not with his whole brain that a man knows, 
thinks, or devises, but he does so in limited areas of 
one hemisphere thereof, which he himself has educated 
for the purpose. 

"Thus in the temporal lobe is found the original 
center of hearing — but a whole group of centers be- 
comes developed afterwards around the original 
auditory center, each one of which has learned what 
different kinds of sounds mean. One of the greatest 
of these is that for music, and a divine faculty it is, 
because more than anything else it is the speech of 
the soul as it awakens to a communion with the great 
harmonies of the non-material universe. A true 
musician must have a richly furnished shrine for the 
goddess of Music in his temporal lobe, and that he 
has it is proved by some persons who, after having 



92 ANALYZING CHARACTER 

been very fond of music and able to tell at once 
whether they were listening to a composition by 
Mendelssohn, or one by Wagner, suddenly experience 
the sad misfortune technically termed Amusia. No 
longer can they recognize any tune, however familiar, 
and in vain they try a violin or piano to bring back to 
them their departed joy. They know no music there- 
after, the reason being that material damage has hap- 
pened in the center in the temporal lobe which has been 
separately educated for music, just as another place in 
the same lobe has been separately educated for words." 

It is interesting to note that this "music center" of 
the brain is located in the exact convolution assigned 
to it by Gall. 

Dreams are another instance proving that the mind 
is not one separate faculty, for if it were so the mind 
would be all awake or all asleep. At times a man 
dreams that he is killing someone, or falling through 
space, and at other times at a banquet, or meeting a 
forgotten friend. Dreams in fact show that a small 
part of the brain is awake and the remainder of the 
faculties at rest which also accounts for the lack of 
cohesion in the parts of the dream. 

Third, the size of the brain, other things being equal 
(as health, age, quality, and so forth) determines the 
measure of power, just as the blacksmith's strength is 
denoted by the size of his muscles. This premise is 
easily proven by an examination and comparison of the 



ANALYSIS OF PHRENOLOGY 93 

heads of intellectual giants with those of mental detec- 
tives. It would be a striking object lesson if people 
would compare the photographs of heads of such men 
as Socrates, Plato, Lloyd George, Kitchener, Wilson, 
Roosevelt, Edison, or Shakespeare with the head of the 
average man, especially comparing that part of the 
head which is above the eyes. If we would put along- 
side of the photographs of these famous men, photo- 
graphs of trench-diggers, mechanics, shop clerks, and 
so forth, the difference in size of brain would prove a 
startling revelation of the truths of phrenology. 

Experience has taught us not to look for fair talents 
in the head of an adult that will measure less than 
twenty inches around the base of the brain, that is on a 
level with the eyebrows and the opening of the ears. 
Moderate talents will be found in brains measuring 
from 20 J4 to 21%; average abilities from 21% to 22 
inches ; good development from 22 to 22y^ ; large brain 
22^ to 2334 and a very large head 22^/^ to 25 inches. 
The average male brain is estimated to weigh about 
49.5 ounces. The brains of idiots vary from 8 ounces 
to 27 ounces. 

The width of a well-developed brain, as measured 
from the living head, should range from $}i to 6^> 
inches; that is to say the greater width should not 
exceed the greatest height. Length of a male adult 
brain should measure by the calipers from 7 1-3 to 8 
inches. Height is measured by the calipers from the 



94 ANALYZING CHARACTER 

opening of the ear to the highest point in the crown 
of the head. 

Normal measurements are: Length, 7.66; width, 
6.34; height, 5.82. In connection with these figures, 
let us examine the measurements of the heads of some 
famous men. Cuvier, the great scientist, had a brain 
that weighed 64.5 ounces. Webster, the great statesman, 
had a brain that measured 25 inches around the base 
and weighed 63.5 ounces. The head of Robert Burns, 
the Scotch bard, measured 23^2 inches around the 
basilar circumference, and the great Napoleon was 
reputed to possess one of the largest brains in France. 

Before coming to the location of the different organs 
of intelligence, we wish to explain some of the patho- 
logical and physiological facts in connection with the 
study of the brain and also to eradicate some of the 
common errors regarding this knowledge. 

The first difficulty the student of human nature 
meets amongst the public, is that he is supposed to 
study the brain by means of certain "bumps" on the 
cranium; that he looks for hills and hollows and that 
his opinions are based on the presence or absence of 
these protrusions. Intelligent men and even college 
graduates think the same, though the fact that we 
examine hundreds of men whose heads are as "smooth 
as billiard balls" ought to have shown them that their 
assumptions were foolish. Until this error can be 
eradicated from the public thought and the true 



ANALYSIS OF PHRENOLOGY 95 

principles of phrenological examinations established, 
no progress will be made in the education of the people 
on this subject. 

For years lecturers of the modern school of charac- 
ter analysis have been trying to convince the public 
that in the examination of the head, we do not look for 
"bumps" to ascertain the development of the organs, 
any more than we look for bumps to determine that 
one apple is larger than another or that one wheel 
or ball is larger than another. The modern charac- 
ter analyst judges character by head shape, but by 
that we don't mean "bumps," inasmuch as a "bump" 
may be merely a thickening of the skull or an air 
chamber or a sinus between the layers of the skull. 
The relative proportions of a head are estimated by 
measuring the distances from the center of the brain, 
called the medulla oblongata, which is located at the 
top of the spinal cord, to the points on the surface of 
the head where the organs are located ; just as we know 
that a wheel is large in proportion to the length of the 
spokes from the hub to the rim, or an apple is large in 
proportion to the length of its fibres from the core to 
the surface. 

This discovery we owe to the genius of Dr. Gall who 
really developed the theory that the brain is fibrous. 
A complete symposium of this discovery is contained 
in his works and we should advise the technical student 
to investigate them. Thus the guess work has been 



96 ANALYZING CHARACTER 

taken out of the science of phrenology and at the same 
time "bumpology" is explained and exploded. 

To make the matter clearer, we may say that if a line 
be drawn through the head from the opening of one 
ear to that of another, it will pass through the medulla 
oblongata, the middle of the base of the brain, at 
which point the fibres from all parts of the brain con- 
verge like spokes of a wheel meeting at their hub. 
These fibres run from this central point to the surface 
of the head and these fibres are developed as the brain 
grows in a manner conforming to the physiological laws 
that govern the other parts of the body. Exercise will 
strengthen and lack of use will weaken the cells that 
compose these fibres, just as the arms of the black- 
smith are developed by exercising those particular 
arm muscles. If we exercise or use any part of our 
brain, the blood is forced in that particular direction. 
This feeds the tiny cells, causing them to grow, and 
this continued exercise will make us the more powerful 
in these organs. 

Some heads are two inches wider from side to side 
than others, though they measure the same distance 
from the forehead to the back of the head. 

Like eggs some heads are short ; others are elongated 
regardless of whether they show bumps or other little 
irregularities. Prof. Parsons, the eminent vocational 
counsellor, who was in charge of the Vocational 
Guidance Bureau of the Y. M. C. A., Boston, Mass., 



ANALYSIS OF PHRENOLOGY 97 

said : "When I am questioning the applicant about his 
probable health, education, reading, experience, and so 
forth, I carefully observe the shape of his head, the 
relative development above, before, and behind the 
ears, his features and expression, color, vivacity, voice, 
manner, pose, general air of vivacity, enthusiasm, and 
so forth." 

A person who measures proportionately more above 
and in front of the ears has much talent but little 
force; in another where the distance to the top of the 
head is the longer we see the one who is developed 
morally, generous and dignified, but with little energy 
and worldly tact ; in another where the distance is short 
to the forehead (where the intellect is located) but 
well developed above and back of the ears we behold 
one who is cruel, combative, selfish, and destructive 
without reason or mercy. (See bust of Caesar.) 

Besides this, there is the person with the long head 
who manifests great mental activity, concentration, and 
far-sightedness; there is the fierce aggressiveness of 
the very wide head and the impulsive recklessness of 
the perfect round head. 

Dr. Gall in 1808 submitted his researches to the In- 
stitute of France, which turned them over to Marie 
Jean Pierre Flourens for examination. Flourens made 
a few experiments on pigeons, since proved to be 
scientifically incomplete and erroneous in their con- 
clusions. As the result of these inquiries, he con- 



98 ANALYZING CHARACTER 

demned the theories upon which Dr. Gall had been 
working for more than thirty years. As a consequence 
they were declared unscientific by the Institute of 
France. 

The following passage from Gall's criticism of 
Flourens' method may be interesting to technical 
readers, as it applies with equal force to all the modern 
attempts to localize the cerebral functions by cutting 
or lesion of parts of the hemispheres, or the cere- 
bellum. 

Flourens says, "I removed from a pigeon, by 
successive and carefully dissected layers (couches), 
all the anterior part of the right cerebral lobe and all 
the superior and middle part of the left." 

After quoting this, Gall in the "Fonctions du 
Cerveau," vol. VI., p. 256, says, "This mode of 
experimenting assumes an organization of the brain 
absolutely contrary to that which actually exists. 
Where has M. Flourens ever seen the brain of an 
animal formed in layers (couches) ? To satisfy us 
that in his experiments he tried to remove one faculty 
after another he should have attacked each cerebral 
part, each division in bundles, from its origin in the 
medulla oblongata and spinal cord, in the annular 
protrubuana in the optic thalami in the corpori striata ; 
he should have followed this same bundle, this same 
organ on to its final expansion (espanouissement) and 
afterwards on returning to its internal commissure. 



ANALYSIS OF PHRENOLOGY 99 

This is the only mode of procedure that would be 
conformable to the true organization of the brain. To 
do this is impossible; and M. Flourens had not even 
the idea of doing it; consequently all of his experi- 
ments, even though he presented us with millions of 
them, could never have the smallest value in demon- 
strating the seat of any propensity and instinct, or any 
faculty whatever. He mutilated all the organs at 
once, he weakened all, he extirpated all at once." 

Phrenology is indorsed by some of the greatest 
minds of present and past history. The following is 
a short list of its students and admirers: Herbert 
Spencer ; August Compte ; Sir James Crichton Brown, 
the British Commissioner on Lunacy; Dr. Samuel 
Solly, lecturer on Anatomy and Physiology, St. James 
Hospital; Queen Victoria and her Consort, Prince 
Albert; Walt Whitman; Luther Burbank; Thomas 
Edison ; Rev. Dr. Lyman Abbott ; Dr. Oliver Wendell 
Holmes; George Eliot; William Gladstone; Mark 
Twain ; Russell Sage ; Philip D. Armour ; and a host of 
others. These, included Rev. Henry Ward Beecher, 
who became an enthusiastic supporter of the doctrines 
of phrenology, while studying its principles for a public 
debate against phrenology. When the date of the 
debate drew near he asked for a two weeks post- 
ponement, and when the fateful day at last arrived so 
convinced was he of the value and importance of 
phrenology that he let the debate go by default, and 



ioo ANALYZING CHARACTER 

instead made a brilliant and convincing argument in 
its behalf. Years later Beecher said, "When it comes 
to the question of how to study mental philosophy, I 
do not know of anything that can compare in facility 
of useableness with phrenology." 

J. A. Fowler, Vice-President of the American Insti- 
tute of Phrenology, says : "Phrenology is a philosophy, 
a science, and an art. As a philosophy it shows that 
the sources of mental phenomena are forty- three 
primary faculties located in as many different regions 
of the brain, and this gives us a model or standard of 
human nature for our guidance. As a science it 
includes all systematized knowledge of the relations 
between mind and body. As an art it enables us to 
judge individual development. This is done, not by 
'bumps/ but by estimating the diameter of the head at 
different points, the distance from the opening of the 
ear to the surface, and by the activity or quality of 
the organization. How do you tell which end of an 
egg is the larger? By the diameter, of course. We 
judge heads precisely in the same way. The 'bump* 
idea is an absurd misconception of the subject. As the 
human mind is the most important force in nature, 
so phrenology is the greatest of all sciences. 

Phrenology is not only true, but its principles are 
so simple that a child can comprehend them. Make 
a test of the matter. Find a single instance where 
a man ever thought or wrote like Kant or Herbert 



ANALYSIS OF PHRENOLOGY 101 

Spencer, with a very retreating upper forehead like 
that of Gambetta. Find a man with a narrow upper 
forehead who ever thought or wrote like Edgar Allan 
Poe; or see if there was ever a great genius in the 
direction of engineering or physical science, like 
Edison, whose lower forehead was narrow and 
depressed. Discover if you can, a great portrait 
painter, like Millais, whose eyes are very near together. 
Or produce a musical composer of equal rank with 
Beethoven or Wagner, whose forehead is not wide at 
the temples. Similar tests may be made with regard 
to all other regions of the brain, or with any well 
defined mental characteristics, and the phrenological 
principles will invariably be found true." 

Dr. Alfred Russell Wallace, L. L. B., R. F. R. S., 
the great scientist and colleague of Darwin, in his 
book, "The Wonderful Century," devotes a consider- 
able number of pages, forming a long chapter, to 
Phrenology, principally for the purpose of critically 
testing its truth in order to see what reliance may be 
placed on it. The following is a brief extract: "In 
the coming century phrenology will assuredly attain 
general acceptance. It will prove itself to be the true 
science of the mind. Its practical uses in education, 
in self -discipline, in the reformatory treatment of 
criminals and the remedial treatment of the insane, 
will give it one of the highest places in the hierarchy 
of sciences; and its persistent neglect and obloquy 



102 ANALYZING CHARACTER 

during the last sixty years will be referred to as an 
example of a most incredible narrowness and prejudice 
which prevailed among men of science at the very 
time they were making such splendid advances in the 
other fields of thought and discovery." 

Irritation of the nerves of sensation produces what 
is commonly called bodily pain, and agreeable impres- 
sion on them, bodily pleasure. Every faculty, when 
indulged in its desires, feels pleasure; when disagree- 
ably affected, the reverse. Hence one individual in 
whom benevolence is large, delights in being generous 
and pardoning offences; and another in whom execu- 
tiveness and self-esteem predominate, feels pleasure 
in taking revenge. 

The fundamental principle of the study of phren- 
ology is that the size of the brain determines mental 
prowess, other things being equal. But we must 
understand this important qualification; namely, that 
the absolute test of color, quality, age, health, educa- 
tion and physiological conditions must be taken into 
consideration. To illustrate these we will suppose 
that we wish to study the character of two human 
beings having apparently equal sized heads. One has 
a coarse skin and hair, rough, unpolished and unrefined 
organization, flabby consistency, and an excess of the 
vital temperament which makes him stupid, crude, and 
lazy; while the other has a refined constitution, an 
active temperament, a quick, responsive quality, fine 



ANALYSIS OF PHRENOLOGY 103 

hair, and an active skin. The latter will manifest the 
greater mental power and will have the richer and 
more active mind. 

In fact a good temperament and good physiological 
conditions are just as essential in determining mental 
power as the size of the brain. The examination of 
the head gives us the talents, peculiarities or charac- 
teristics of the man and an examination of his color, 
form, structure, health, quality, and so forth, gives 
us the strength or force of these characteristics. 

Again, we must be very careful in our manner of 
measuring the size of the brain. A pugilist, a 
criminal, or a purely worldly-minded individual fre- 
quently wears a large-sized hat, but the quantity of 
brain predominates in the selfish faculties, while the 
top of the head is low and deficient. The teacher or 
minister may measure less around the base and yet 
possess the greater mass of brain. We have now 
developed the rule that shape of the brain is as impor- 
tant a factor in delineating character as its size. 

Sometimes a head will be very elongated in the rear 
and short in' its length to the forehead, while the 
brain of another will be longest from the axis to the 
forehead. The first will be strong socially, but very 
moderate in learning and brilliancy; the second will 
be more powerful in the intellectual faculties but 
deficient in the social proclivities. The circumference 
of their brain and the size of their hats might be the 



104 ANALYZING CHARACTER 

same, yet how different will be the character of the 
two persons. 

Prof. Parsons says, "If the applicant's head is 
largely developed behind the ears, with a big neck, a 
low forehead and a small upper head, he is probably of 
the animal type, and if the other symptoms coincide 
he should be dealt with on that basis." 

The force of the idea now presented to the reader 
will be intensified by referring to the illustration (Fig. 
No. 18) which shows three human heads all drawn to 
a scale from the opening of the ear. The central out- 
line is drawn from the cast of an idiot, showing that 
all the lines from the ear to the skull are short. The 
next, shown by the dotted line, is the head of a man 
who murdered his brother; the lines running upward 
and backward are long, and the head is also wide from 
ear to ear, but the fibres running upward and forward 
are short and all the intellectual and moral organs 
are relatively deficient while the regions of passion 
and destructiveness are large. The larger head 
represents an English poet, and the development there 
is mainly upward and forward toward the moral and 
intellectual regions. 

In locating the areas of the brain, Dr. Gall and his 
followers, Spurzheim, Combe, Fowler, Sizer, and a 
host of other phrenologists have left us a mass of data, 
proofs and other indisputable evidence of these loca- 
tions, until to-day we have very little to do but accept 




Fig. 13. 

PHRENOLOGICAL AREAS LOCALIZED. 

Method of judging- the development of the brain. 



ANALYSIS OF PHRENOLOGY 105 

and memorize their geographical positions on the 
cranium. 

Dr. Gall was first led to investigate the field of 
character study by noting that some students had very 
little difficulty in memorizing their lessons, whereas 
others found this to be their greatest difficulty. He had 
observed a certain relationship between prominent eyes 
and a retentive verbal memory, and later discovered 
that injury or disease of a certain part of the brain 
above and behind the eye produced loss of speech or 
aphasia. Comparative analysis of hundreds of stu- 
dents convinced him that the fullness of the eyes was 
a splendid index to their ability to remember words 
and language. Boys with deep set eyes seemed to 
have greater difficulty in memorizing than the boys 
whose eyes seemed full and prominent, and subsequent 
examinations proved that the organ of language was 
situated in a convolution of the brain directly behind 
the eyes. When this organ was developed it forced 
the ball of the eye outward, and the eyes of salesmen, 
public speakers, orators, when noted, will confirm this 
fact. 

Many lears later, Boillard, and later yet Dr. Broca, 
arrived at the same conclusion and this convolution of 
the brain is now referred to by the medical profession 
as "Broca's Convolution." Even the chattering parrot 
proves the results of these conclusions. Continuing 
these investigations, Dr. Gall examined thousands of 



106 ANALYZING CHARACTER 

individuals, skulls and busts, financiers and failures, 
thieves and honest men, bishops, priests, and atheists 
until the location of the faculties became a matter of 
time, observation, and verification. 

Dr. Blackford in her history of the "Progress in 
Brain Physiology," following Gall's work, says: "In 
1842 Marie Jean Pierre Flourens, of Paris, concluded, 
as the results of experiments, that the cerebellum, or 
lower part of the brain, is the seat of centers that co- 
ordinate muscular activities and that the higher 
intellectual faculties are relegated to the cerebrum, or 
the upper and front part of the brain." 

Following this, the German anatomist Meynert 
propounded the theory that the forward portions of 
the cerebrum had motor functions in preponderance, 
and the rear portions sensory functions. 

In 1825, Dr. Boillard claimed to have located 
definitely a center for the articulation of words in the 
frontal lobe of the brain. Inasmuch as his experi- 
ments could not be verified, his claim was not accepted 
by the scientific world. Besides, Dr. Gall had dis- 
covered it years before. 

In 1861, Dr. Paul Broca brought before the Academy 
of Medicine in Paris a case confirming Dr. Boillard's 
claim. One of Dr. Broca's patients had for twenty 
years been unable to speak because he could not 
remember words. When he died, an examination of 
his brain revealed that a certain convolution in the 



ANALYSIS OF PHRENOLOGY 107 

front part of the brain on the left side had been 
totally destroyed by disease, whilst the rest of the 
brain was perfectly healthy. 

In 1870, the German investigator, Fritsch Hitzig, 
by stimulating certain areas of the brains of animals 
with electricity, produced contractions of definite 
sets of muscles on the opposite side of the body. These 
experiments were repeated and extended by David 
Ferrier of London in 1873. 

Following this, Franck and Pitries in France, Munck 
and Goltz in Germany, and Horsley and Schafer in 
England began observations upon brain localization. 
As the result of this work, the definiteness of localiza- 
tion of motor functions in the outer convolutions of 
the cerebrum, or front and upper part of the brain has 
become an accepted part of brain physiology. 

Furthermore, it has been proved that the centers of 
vision, hearing, taste, and smell are definitely localized 
in the cerebrum. 

Dr. Gall's endeavors were hailed with searching 
scrutiny and finally with commendation by the learned 
world, until the ruling powers of the times became 
aware of the revolutionary nature of his doctrines. 
The ability to read character despite the outward cloak 
of respectability, position, wealth, or power was not to 
be tolerated by the ruling class of his native country, 
and Dr. Gall was banished from his country, his works 



io8 ANALYZING CHARACTER 

and skulls being confiscated. The heritage of this 
prejudice still remains with us, but the light of science 
is overcoming this obstruction and it is being swept 
away with all the other dogmas of ignorance and 
superstition. 



* 



Chapter VII. 

THE FOREHEAD AND HEAD 

In locating the areas of the brain we will start with 
the forehead since that is the most easily noticed. In 
order to facilitate our observations, we have sectioned 
off the forehead into three stories. In the first, direct- 
ly above the eyebrows are the perceptive or penetrating 
faculties ; in the middle or second section of the fore- 
head the retentive and literary faculties; and in the 
upper story the reasoning powers. 

All great men and students have good foreheads. 
Observe the heads of scholars or the portraits of all 
the intellectual lights of past history. Elbert Hub- 
bard, Herbert Spencer, Schopenhauer, Socrates, Plato, 
Newton, Shakespeare, Dickens, Gladstone, Walter 
Scott, Webster, Darwin, Ruskin, and all the great 
thinkers, philosophers, statesmen, and authors in 
ancient and modern times, who have won fame and 
distinction for intellectual superiority and genius, with- 
out exception had large foreheads. On the other hand, 
all weak minded people, fools, idiots, simpletons, and 
weaklings have small, narrow, receding, and pinched 
foreheads. Some idiots possess abnormally large 
heads, but this is due to a hydrocephalic condition of 
[109] 



no ANALYZING CHARACTER 

the brain, ("water on the brain") and other similar 
diseases. Our common language also expresses these 
truths, and in the vernacular ' 'low-brow' ' signifies one 
of but little intelligence, whereas a "high-brow" indi- 
cates the person who is of the mentally superior type. 

The proper way to determine the capacity of the 
forehead is to measure very carefully the distance from 
the center of the ear or the opening of the ear to the 
arc of the upper part of the forehead, where the hair- 
line commences. Measure the distance from the 
opening of the ear to the brows. The length of these 
two measurements and the amount of surface between 
them is the determining factor in regard to the size of 
the forehead, 

Dr. David Ferrier, one of our principal scientific 
men, whose specialty is the brain and its functions, 
adds another important witness to the truth of phren- 
ology in connection with his investigations and studies 
of the brain. He has written many books on this sub- 
ject and is one of the representative authorities on 
the functions of the brain, although he is not a phren- 
ologist. This is what he says: "The development of 
the frontal lobes is greatest in the man with the high 
intellectual power, and taking one man with another, 
the greatest intellectual power is characteristic of the 
man with the greatest frontal development. There- 
fore, the phrenologists have, I think, good grounds for 
localizing the reflective faculties in the frontal regions 



THE FOREHEAD AND HEAD in 

of the brain, and there is nothing inherently improbable 
in the view that the frontal development in special 
regions may be indicative of the powers of thought and 
intellectual capacity in special directions." 

With little training and practice a student can easily 
learn to judge the head-shape of any person he ex- 
amines. It is absolutely unnecessary to handle or touch 
the head of any individual. Observation of the fore- 
head (profile and front view) will soon indicate the 
relative proportion of the perceptive, retentive, and 
reasoning faculties. 

Phrenologically speaking, the first story comprises 
the perceptive or observational powers which adapt 
man to the physical world. They give him the ability 
and the perception to judge and estimate the quality, 
size, weight, individuality, distance, color, form, order, 
and number of things. 

When these organs predominate or project beyond 
the other portion of the forehead, we behold the man 
of keen penetration, the scientist. This is the convex 
or quick-thinking forehead. In our study of form 
we learned that such persons are more perceptive than 
reflective; more practical than theoretical. They are 
good naturalists, but poor theorists or originators. 
They possess a good deal of ready knowledge and 
are found usually in those spheres of activity demand- 
ing immediate information and an occupation neces- 
sitating quick and practical thinking. 



ii2 ANALYZING CHARACTER 

We must not confound this sign with the feeble 
intelligence displayed by the idiot who possesses a 
retreating brow. Many famous personages have 
retreating foreheads (Voltaire) but we always find 
the distance from the center of the ear to the 
intellectual organs very long. Those with large 
perception demand facts and proof. Dreams, visions, 
speculative ideas, creeds, theories, and suppositions are 
not for them. "Is it a fact? Can it be seen, heard, felt 
or moved ? Show it ! Prove it !" These are their replies 
in the form of questions to all statements regarding 
what may be or may not be possible. 

With a really good development of the perceptive 
region, no forehead can be said to be small, though 
the ordinary observer, who looks first and almost ex- 
clusively at the reflective region must deem it to be so. 

The foreheads of clever artists, engineers, scientists, 
mechanics, manufacturers, chemists, electricians, and 
naturalists, all show large perceiving or investigative 
faculties. Darwin's head was of this type and so was 
that of Lord Kelvin, Elisha Gray, Gladstone, Dr. 
Alfred Russell Wallace, and many other practical and 
scientific men. We must also not lose sight of the fact 
that in order to constitute a really fine intellect, there 
must be a well-developed and, of necessity, a large 
forehead both in the upper and lower regions. 

The boys who are naturally observant are seldom 
very bookish. Their perceptive faculties being active, 



THE FOREHEAD AND HEAD 113 

they naturally pay more attention to objects around 
them. These youths instead of being taught by books 
in the schoolroom would do far better if taken out 
into the fields, factories, laboratories and workshops, 
for they would learn by looking at and handling things. 
They often get the character of being idlers by their 
so-called teachers; but the intellectual food-seeking 
portions of their brains are never idle. 

The middle or second story of the forehead is 
occupied by the literary or retentive faculties. They 
are sometimes known as the historical faculties and 
are located between the perceptive and reasoning 
powers, and when large give a fullness to the head in 
this region, and when excessively developed beyond 
the perceptive, give a curved shape to the brow. 

This section is composed of the organs of eventual- 
ity, locality, time, tune, and language, the latter 
pressing upon the plate over the orbit of the eye. 
Persons having these faculties well developed have 
great capacity for literary information, good memory 
of events, places, dates, experiences, anecdotes, and 
facts in general. Historians, journalists, correspond- 
ents, and authors possess this type of brow, as Hume 
and Macauley. When the outer edge of this section 
is very full, we note the musician, as in the brow of 
Beethoven, Lizst, Wagner, Caruso, Mischa Elman, 
Schumann-Heink, and Chopin. 

Sometimes we find a brow wherein the penetrating 



H4 ANALYZING CHARACTER 

and reasoning faculties are very large and the literary- 
faculties deficient, thus giving a concave appearance 
to the middle of the forehead where this region is 
located. Such persons are good thinkers and observers, 
but they are deficient in power to recall their knowl- 
edge or to readily and fluently express what they have 
learned. In short, their memory cannot be trusted. 

Man's reasoning powers compose the faculties of 
the upper or third story and when large give a perpen- 
dicular appearance to the forehead, and sometimes 
when very large give an overhanging cast to the upper 
part of the head, as may be seen in the busts of 
Franklin and Socrates. 

These faculties cause men to originate, invent, in- 
vestigate, philosophize, analyze, discriminate, and 
classify. This reasoning section is made up of the 
faculties of causality and comparison. Causality 
reasons from cause to effect ; comparison reasons from 
analogy. All great thinkers and philosophers have 
this part of the brain largely developed. It gives 
breadth, height, and prominence to the forehead. 
When larger than the perceptives it has a tendency to 
make a man more theoretical than practical, one who 
is always reflecting and dreaming. This is in accord- 
ance with the knowledge gained in our study of the 
introspective, meditative, and philosophic concave 
brow. 

A forehead that is unusually low and small will 



THE FOREHEAD AND HEAD 115 

never be found on great or brilliant people, but is 
observed only on ignoramuses and is truly indicative 
of a weak, feeble, intellect. In a forehead that is 
well constructed in all three stories, that is harmonious- 
ly developed; high, wide, and deep in the perceptive, 
literary, and reflective powers, we have a great intel- 
lect. Such persons are philosophers and scientists, 
thinkers and observers, theorizers and naturalists. We 
find such brows on the busts of Newton, Bacon, Shake- 
speare, Webster, and Beecher. 

The brain, like every other portion of the body, is 
susceptible to cultivation and development by exercise 
or nourishment and use. The blacksmith and the 
pedestrian likewise develop those portions of the brain 
which preside over hammering and walking and decide 
how the hammer shall be swung and how the step shall 
be taken. 

A partial disuse of the brain is the principal cause 
of diseases. I have discovered that those persons 
who, by a sudden change of circumstances, are led 
to exercise parts of the brain that have been long 
neglected, invariably improve in health. In fact, that 
is the cause of improvement in health so often 
noticed in invalids by change of climate, by experienc- 
ing religion, by relaxing, by change of business, and 
so forth, and is the basis of the so-called "mind-cure," 
and in fact the real basis of any cure ever made. 

A trained intelligence is a magnificent possession, 



u6 ANALYZING CHARACTER 

now happily within reach of everyone who will take 
pains to develop deficient areas, restrain preponderat- 
ing ones, and secure mastery of himself. The follow- 
ing rules have been compiled after many years of 
study. Investigation on my part, earnest observa- 
tions, and research work have confirmed their utility. 
They should be commenced and persevered with in the 
same manner in which the athlete uses exercises to 
develop muscle. In condensed rules like the follow- 
ing, the instruction cannot be elaborate. The location 
of the area is defined, its function set forth, and the 
foundation of its development is given on which the 
reader may elaborate to the fullest extent. 

All the faculties of intelligence represented by the 
different localized areas of the brain are susceptible to 
cultivation. They are likewise subject to restraint 
when too strong. To obtain the result of cultivating 
any part, you should study the function carefully, 
observe its effect upon the character of persons in 
whom it is large, and try upon suitable occasions to 
excite it to proper action by imitating the natural 
impulse according to the exercises here given in the 
rules for development, even though it be contrary to 
your feelings at the time. These feelings are the 
impulses of the stronger areas and should be restrained 
in order to give the weaker a chance to assert itself. 

In the same way, whenever an area is too large or 
active in the brain, it will assert itself on all occasions, 



THE FOREHEAD AND HEAD 117 

and produce feelings and impulses contrary to good 
judgment. Recognizing this fact, it is only necessary 
to remember what faculties are too strong in your 
nature, in order to be constantly on your guard against 
their strong and frequent impulses. Restrain these 
impulses, that is, postpone acting upon them until the 
weaker faculties have had time to be excited and add 
their force to your judgment. When this has been 
done frequently, and you obtain control of all your 
faculties in this manner, the effect upon your intelli- 
gence, your health, and your finances will be wonder- 
fully benficial. 

As nearly all inharmonious manifestations of charac- 
ter arise from deficiencies of development rather than 
from excessive enlargement, I have not considered it 
necessary to give specific rules for restraint. As 
necessity for restraint does sometimes exist, however, 
the intelligent reader will understand that the condi- 
tions should be exactly reversed, and he will have 
no difficulty in arranging a plan of action. 

The great object to be attained is self-control. When 
any part of the brain is too strong its manifestations 
should be simply suppressed and held in check, while 
the weaker areas are exercised according to the fol- 
lowing rules. In this way a most harmonious 
development of character can be obtained. The reader 
should likewise be cautioned that any part of the brain 
can be developed so far that the manifestations become 



n8 ANALYZING CHARACTER 

a vice, while any organ may be neglected and become 
dormant to such an extent that it becomes useless. 

That the advice contained in the following rules 
has been of untold value to thousands of my friends, 
subjects, and students, is no longer a question of 
doubt. Personal testimonials and congratulations 
attest it. 

Those areas which it is most necessary for you to 
cultivate or restrain should be carefully noted. By 
exercising the deficient areas one would cultivate 
greater strength, and by restraining the influences of 
the areas already powerful one would develop a 
harmonious and smooth working mental organization. 

I recommend that the following subjects be studied 
with the aid of a model plaster head. 

The perceptive or penetrative faculties are located 
at the lower section of the forehead and when large 
give length from the opening of the ear to the brows. 
They are composed of the organs of: individuality, 
size, weight, color, order, and number. They are es- 
sential to all practical minded men, mechanics, manu- 
facturers, scientists, and commercial workers. 

Individuality 

This faculty is located at the root of the nose, 
covering the two inner corners of the brows, between 
the eyes, and makes us observe things. When this 



n '' . ■ .*** 






Fig. 14. 

THE LATE COLONEL ROOSEVELT. 

Man of Action and Aggression. 



THE FOREHEAD AND HEAD 119 

faculty is large the person has a desire to see all things 
and nothing escapes his attention. Dr. Gall defined 
this faculty as the sense of things, and the memory of 
things or the memory of facts. Its function is to cog- 
nize and retain in its memory all objects irrespective of 
size, weight, color, or dimension. As Combe says, "It 
gives the notion of existence of substance, and forms 
the class of ideas represented by nouns without an 
adjective, as rock, man, horse.' , 

Individuality was the name given to it by Dr. 
Spurzheim. A person with large individuality notices 
every object in a group; each feature in a face. He 
can tell you what kind of eyes, hair, mouth, nose, com- 
plexion, distinguishes anyone whom he has noticed; 
and, as it were, particularizes each garment, each 
button. 

It was Darwin's wonderful individuality which gave 
to the world such treasures, no objects being too 
minute for his untiring observation. Charles Dickens 
and Victor Hugo both had this faculty well developed 
and both had the power of noticing objects and 
describing them in detail, though often of the most 
trivial character. The following quotations from a 
critique of Victor Hugo's "Toilers of the Sea" is 
instructive and to the point : "He cannot sketch a cliff 
without enumerating the lichens on it. When he 
alludes to a garden he gives a list of every shrub and 
flower it contains and devotes nearly as many pages 



120 ANALYZING CHARACTER 

to an account, exactly in the style of a shipwright, of 
the materials of a shattered steamer, as he does of his 
scene of a tempest." 

Large individuality gives the power of taking in and 
remembering objects at a glance; it makes one curious, 
inquisitive, and shows the microscopic and finding-out 
instinct. It shows the man who is practical and fond 
of details. Large individuality is a necessary factor in 
many occupations, for instance, chemists, artists, scien- 
tists, naturalists, entomologists, electricians, and so 
forth. Michael Angelo, Cuvier, Napoleon and Gladstone 
had large individuality and Voltaire's forehead shows 
but a poor development of this faculty. To develop this 
organ, cultivate observation, prying curiosity, identify 
points of thought, examine everything closely, study 
ideas, their individual usefulness and existence, 
cultivate inquisitiveness, ask all kinds of sensible 
questions concerning individual facts, and concentrate 
the mind on differentiating facts and ideas; strive to 
memorize facts and things separately and individually ; 
study the natural sciences such as geology, chemistry, 
botany, and so forth. See how much you can notice in 
your walks, rides, and so forth. In speaking to a man 
of large individuality, it is best to emphasize the facts 
of your discussion and leave ideas and theories aside. 



THE FOREHEAD AND HEAD 121 

Form 

This faculty is situated on each side of individuality 
and when large it has a tendency to push the eyeballs 
apart, showing a distance between the eyes and 
ofttimes producing the appearance of a swelling on 
each side of the roof of the nose. Its function is to 
observe and remember the formation, the outline, or 
shape of any object. Whether this attribute is to be 
expressed by the artist directly with the fingers, or 
indirectly through the medium of a brush or pencil on 
a flat surface, or cut into metal, carved into wood, 
modelled in clay, or shaped from a stone block with 
chisel and mallet, this faculty must ever be the leading 
feature in all descriptive art. It is well developed in 
the Japanese and Chinese and no better copyists than 
they can be found. 

The study of outline is important not only to the 
artist, but to the architect, builder, designer, carpenter, 
cartoonist, meteorologist, geologist, mineralogist, 
draughtsman, and so forth. 

Attention must here be drawn to the Japanese, who 
as a nation are wide eyed. They have large form, and 
their works of art well illustrate this, for they never 
sacrifice outline for effect. 

In Mr. Mortimer Menpe's beautifully illustrated and 
delightfully written work on Japan, the author 
naturally writes at great length upon the artistic 



122 ANALYZING CHARACTER 

powers and technical methods of these interesting 
people; and dwells instructively on the power that 
nearly all seem to possess of remembering and repro- 
ducing correct outlines when drawing or painting 
natural objects. 

The talented author has many explanations for the 
power thus possessed by the Japanese in so marked a 
degree. He says, for instance, that they have, (by a 
process of reasoning, we suppose,) the power of 
depicting outline in one bold stroke. They have dex- 
terous fingers and a supple wrist ; but never once does 
he refer to the remarkable feature so prevalent with 
the Japanese, the width between the eyes, notwith- 
standing the fact that Dr. Gall made his discovery 
nearly one hundred years ago. 

This faculty also gives the ability to remember faces 
and forms and those in whom it is well brought out 
will usually have good handwriting and be fair 
designers. It can be developed by studying outlines, 
forms, and shapes of things, studying drawing, coun- 
tenances, and the configuration of words, letters, 
diagrams, and so forth. Michael Angelo had a splen- 
did endowment of this element. 



Size 

This organ when large has the effect of giving a 
fullness to that part of the brow which is close to the 



THE FOREHEAD AND HEAD 123 

root of the nose; the under part of the brow outward 
of individuality, and makes us recognize the dimen- 
sions, height, length, width, or magnitude of any ob- 
jects. It estimates dimensions at sight, and those in 
whom it is poorly developed should observe the propor- 
tion, size, distance, and fitness of all objects. Study uni- 
formity, comparisons, parallels, and so forth. 

In drawing, mechanical work, or painting, relative 
size is of the greatest importance for the slightest 
mistake entails more or less distortion. 

Balance or Weight 

The organ of weight gives us judgment of balance, 
weight, pressure, resistance, movement, or strain. It 
is necessary to those who use force in any degree, 
whether in moving, lifting, pushing, or throwing, and 
is essential in all sailors, rope walkers, graceful 
dancers, musicians, and so forth. Indirectly, it 
performs a useful function through the medium of an 
implement, such as with the knife in the hands of the 
surgical operator, the hammer or other tool in the 
hands of a mechanician; the cue of a billiard player; 
the gun of a marksman; the club of a golfer. Blondin, 
the acrobat, was known for the fullness of this center. 

The faculty is situated along the eyebrows over 
the inner corner of each eye and people in whom this 
organ is small should study the perception of gravita- 



124 ANALYZING CHARACTER 

tion, the laws of the perpendicular ; practice balancing, 
dancing, climbing, skating, walking, riding, shooting, 
hammering, and estimating weights. 

Weight gives the power called expression or touch 
by those producing musical effects from such instru- 
ments as the piano, violin, 'cello, guitar, and so forth. 
Some pupils more easily acquire the power of expres- 
sion than others, and this is due to their acute sense 
of weight enabling them to strike the piano keys or 
press the string with the proper amount of strength or 
lightness of touch. 

Color 

Is located directly at the center of the arch of the 
eyebrows and above the outer part of the pupil of the 
eye. When large it gives an upward and forward 
projection to this area. This power enables one to 
distinguish and discriminate between colors, and 
though primarily depending upon sight, it is not 
possessed in equal degree of accuracy by all, or even 
by those who see well. In fact, color blindness is a 
disease prevalent among untold numbers. 

Trainmen should have this organ well developed in 
order to distinguish the color of signal lights. Apart 
from the work of the artist, a correct judgment of 
color is most essential to success in many of the 
scientific professions. To the enameler, dyer, chemist, 



THE FOREHEAD AND HEAD 125 

and geologist, it is very important. The physician and 
surgeon often derive the most telling information as to 
the patient's condition by the proper gauging of color. 
In the dress goods and paint industries, it is indispen- 
sable. Women usually have it larger than men and 
therefore are more fond of colored attire. 

To cultivate this sense one should study coloring, 
paintings and drawings in colors; observe costumes, 
complexions, eyes, hair, and practice discrimination 
between hues, tints, shades, and so forth. The organ 
is well developed as seen in portraits of Rubens, Titian, 
Rembrandt, and other famous artists. 



Order 



The external indication of this faculty appears in 
the way the outer angle of the eyebrow is formed or 
shaped. A well made brow should be carried on to 
this point which should have a prominent appearance. 
It is located outside of color, and when large 
denotes the person who is methodical, systematic, neat, 
and tidy ; the man who has a place for everything and 
everything in its place. 

That "Order is heaven's first law" is a wise axiom, 
for it will be seen that everytning in Nature is in order. 
The cosmic and planetary systems of the universe 
present a marvelous exposition of order, system, 
sequence, or regularity. 



126 ANALYZING CHARACTER 

Persons with this organ improperly developed are 
noted for their want of system, regularity, and tidi- 
ness. They are unconsciously prone to pay little 
attention to sequence, neatness, or consecutiveness ; 
which defect betrays itself not only in their private 
life, but also in their dress, thoughts, habits, and 
business. It is found largely developed in chairmen of 
meetings, soldiers, sailors, neat housewives, pharma- 
cists, systematizers, efficiency experts, librarians, and 
the merchant who keeps an orderly store. To build 
up this function, study methods, system, efficiency, and 
do everything by systematic plans. Work according 
to rule, be neat, fastidious, cleanly, and correct any 
slovenly, unsystematic or disorderly conditions. 

Number or Calculation 

This organ is located back of the external angle of 
the eye and gives a squareness and width to that part 
of the head. The function of this faculty relates 
exclusively to quantity, and to the modes of expres- 
sing such, which may be stated either by the numerical 
figures of arithmetic, or by the various signs of 
quantity which mathematicians may adopt in accord- 
ance with necessity. It is absolutely necessary in all 
forms of mental calculation, and to all those who use 
figures in their activities, such as bookkeepers, account- 
ants, statisticians, mathematicians, engineers, archi- 



THE FOREHEAD AND HEAD 127 

tects, bankers, and merchants. Zera Colburn, the 
mathematical wizard, was remarkably developed in this 
region of the brain. Those in whom this attribute is 
deficient cannot remember numbers and are poor in 
arithmetic. In the higher branches of mathematics, 
such as geometry, trigonometry, and so forth, the stu- 
dent will find it essential to be well developed in other 
parts of the brain, such as causality, comparison, form, 
size, locality, and weight. To improve this sense one 
should practice mental arithmetic, study accounts, 
memorize numbers, and strive to be quick in calculating 
and estimating figures. 

Eventuality 

We now come to the second story of the brow, 
wherein are contained the retentive, literary, and 
historical faculties. The organ of eventuality is easily 
distinguished. It is located practically in the center 
of the forehead. It has sometimes been called 
memory, though it is no doubt the memory of events 
and such persons who have it large, if also well gifted 
with language, are able to graphically describe all 
they have seen. 

Memory is not a special and independent mental 
faculty, but an attribute or property of each one of 
the natural and elementary organs of the mind. 



128 ANALYZING CHARACTER 

Thus, form, the perceptive faculty which takes 
cognizance of the shapes or outlines in objects, has a 
memory in accordance with the development of this 
particular faculty of the brain. The faculty of weight 
gives the power of observing and remembering the 
weight or gravity of an object. The phrenological 
idea is that there are as many memories as there are 
intellectual faculties, and this explains the ability of 
some persons who have a good memory of names and 
faces and poor remembrance of places, and so forth. 

Memory is strong or weak in accordance with the 
development of the organ of the faculty acted upon. 

A man may have an excellent memory of reasoning 
processes, or in other words, he may be developed in 
comparison, and causality, and yet, may have a weak 
memory in things relating to music. There was an 
idiot who remembered the birthday of every man in 
his town and never failed to greet those whom he 
considered worth a penny on their respective birthdays. 

Eventuality denotes the historian, the journalist, 
reporter, or war correspondent, the one who remem- 
bers events, facts, stories, anecdotes, and experiences. 
The author needs this faculty in order to give him the 
ability and power to relate experiences and anecdotes. 
Those in whom this organ is deficient may see, hear, 
or read many facts, but they make only a faint impres- 
sion and soon vanish from the mind. They should 
cultivate it by studying history, current events, 



THE FOREHEAD AND HEAD 129 

memorizing the events of the day, stories, anecdotes, 
and so forth. 

Endeavor to remember facts and relate them to 
others. One of the finest exercises the author can 
recommend is to keep a diary and record the experi- 
ences observed in one day, but write them into the diary 
three days later. Cultivate greater attention and 
exercise the law of association of ideas. If you wish 
to remember a man's name, visualize the writing of 
it, associate it with the number of letters it contains, 
its similarity or connection with some object with which 
you are already familiar. Writing down a name is 
also very beneficial, for this exercises the faculty of 
form. Constant repetition will also be found of 
immense value. Picturing an object in motion or 
exaggerating its size are splendid aids in memorizing. 

Locality 

This organ is situated on each side of eventuality, 
in the second story of the brow, and when large it 
denotes the person who is well informed in geography. 
These people have a good memory of places. This 
organ is also largely developed in some animals such as 
horses, dogs, pigs, cats, and so forth, who readily find 
their way home even in the dark. Locality takes 
cognizance or perceives the relative position of one 
object to another. When any object is discussed, the 



130 ANALYZING CHARACTER 

question naturally arises, "Where is it ?", which denotes 
the activity of this faculty. 

The geographical question is naturally of greatest 
importance, especially in such sciences as astronomy, 
navigation, surveying, or surgery, for an error in judg- 
ment as to the position of an artery, nerve, or bone 
might be the cause of a serious disaster. It is also 
essential to draughtsmen, landscape painters, and 
travelers. Locality was well developed in Kepler, 
Galileo, Newton, and Descartes. Dr. Gall mentions 
that he had observed the organ large in distinguished 
chess players; and he supposes their talent to consist 
of the faculty of conceiving clearly a great number of 
possible positions for the men. Joined with ind'vid- 
uality, number, form, size, and comparison, it gives 
a genius for geometry, which we find in Euclid. 

The intellectual incentive to travel, to explore, 
emanates from large locality, and no doubt the absence 
or deficiency of inhabitiveness gives a restlessness to 
the mind which many great travelers have exhibited. 
Large locality is a well known characteristic of the 
Indian and New Zealand Maori races, and they are 
ingenious in their ability to find their way through the 
trackless forests. People who lack this sense are 
easily lost and should cultivate realization of place and 
location. To do this, study geography, travel, explore, 
and memorize the location of places. Remember 



THE FOREHEAD AND HEAD 131 

where you place objects and practice finding the way. 
Try describing different localities and places you have 
visited. 

Tune 

This organ is located in the second story above the 
external angle of the eye, and when large it shows the 
musician, or the person with musical instincts. This 
organ gives one the power to differentiate between 
sounds and to appreciate melodies. It enables one to 
learn to play or sing easily. As a general rule, the 
convex temperament is the better listener and player, 
whereas the concave temperament is usually the 
better singer. Persons of the vital type usually 
become splendid singers if they have the necessary 
talent, owing to their large lung capacity for air, giving 
them resonance and tone. 

The sense of melody or a succession of musical 
sounds, no matter how produced, is conveyed to the 
mind through the medium of tune. It is a glaring 
fact that the valuable time devoted to musical education 
by children in early life by no means results in any- 
thing like a proportionate power of education in later 
years. All young ladies have to learn the piano and 
singing, but few reach beyond mediocrity in these 
accomplishments. My advice would be in cases where 
the faculty of time and tune are well developed, by all 



132 ANALYZING CHARACTER 

means let music form part of the education, but where 
there is no talent in this direction, the time and expense 
might be better employed in other studies. Keep the 
ears clean and free from diseases, as also the mouth, 
and nostrils. Be sensitive to modulation in music, 
speaking, and reading. Study harmony, melody, and 
emphasis,, elocution, accent, pronunciation; and prac- 
tice deep breathing from the diaphragm. This is a 
splendid aid to those desiring to develop a good musical 
tune. Practice music, speaking, singing, and so forth, 
and pay particular attention to pitch and quality of 
sound. Train the ear to listen closely and to appreciate 
delicate vibrations. This faculty was large in Handel, 
Hayden, Beethoven, and Bach. An examination of the 
head shape of Caruso, Bonci, Melba, Schumann-Heink, 
and other musical artists will show great width in this 
region. 

Time 

It is also located in the second story of the fore- 
head about an inch above the outer edge of the 
eyebrows, above the organs of color, and when large 
denotes punctuality. It makes one conscious of the 
time of day and also of dates. People who are well 
developed in this respect have no difficulty in getting 
up at stated times, being punctual, or remembering 
appointments and dates. It is also essential to all good 



THE FOREHEAD AND HEAD 133 

musicians and can be developed by cultivating the 
feeling of duration or rhythm, studying the lapses of 
time and its measurement. Practice time in music 
and estimate lapse of time by the watch. Memorize 
time and dates. Estimate the value of time in your 
business. Make particular appointments and be 
prompt. Make a practice of economizing and saving 
time. Have regular hours for everything. 

A good development of time is absolutely necessary 
to good dancers, and to musicians, whether composers 
or performers, for it forms the basis of all rhythm in 
music. 

In manual telegraphy, with the Morse Code, a judg- 
ment of time is an important element to correct signal- 
ling; the code being composed entirely of two signals 
of short and long duration, regulated by a certain 
space between each letter and between each word. 

Language 

This faculty is developed by the convolution of the 
brain lying on the posterior part of the upper orbiter 
plate directly behind the eye, and when large it forces 
the ball of the eye downward and outward, making the 
eye prominent or forming a sack under it. It is often 
called Broca's convolution, although Dr. Gall many 
years before discovered that those pupils whose eyes 
were prominent or projected from the cheek bones 



134 ANALYZING CHARACTER 

were fluent in conversation, public-speaking, and so 
forth, and also memorized easily. Persons deficient 
in this respect could hardly memorize at all. He sub- 
sequently discovered that this was the organ of lang- 
uage or expression, and that when large it denoted the 
orator, linguist, and the wordy person. 

Words are the most common signs employed by 
civilized nations for the purpose of expressing feelings 
or thoughts. Persons who have a great endowment of 
language abound in words. The prominence of the 
eyes, their setting, their degree of protrusion, are the 
most important indications of the organ of language. 
Sunken eyes, or cavernous, as they are called, reveal a 
moderate development of the organ of language, and 
show reticence and taciturnity. 

We can also tell what a man talks about by judging 
the other parts of his brain. Where selfishness pre- 
dominates, he will always talk about himself. Where 
the religious instincts are strong, we find the makings 
of a good evangelist or minister. Where the reason- 
ing organs are large, the language will be accompanied 
by great clearness of thought. Politicians, salesmen, 
teachers, and others who use language continually, 
should be well developed in this region and when this 
center is diseased or disturbed we have the victim of 
aphasia. People should study the uses and meanings 
of words, practice change of vocabulary. Study dif- 
ferent languages, endeavor to express thought clearly 



THE FOREHEAD AND HEAD 135 

and to use the right word in the right place. Practice 
composition, rhetoric, elocution, public-speaking. Study 
grammar faithfully, commit words and passages to 
memory and repeat verbatim. Practice the art of con- 
versation and strive at all times to talk well. Be 
bright, animated, and forcible in the use of language. 
A good exercise is to study the dictionary. If you 
have never done before, a short trial will convince you 
of the efficiency of this method. 

All great orators have this eye sign of large lan- 
guage — to wit, Daniel Webster, Gladstone, Roosevelt, 
Churchill, Balfour, Lloyd George, W. J. Bryan, E. V. 
Debs, and a host of others who have made their names 
by talk. The author found this well developed in the 
Maori race who are known for their ability as speakers. 

Causality — or Reason 

This organ is situated in the upper story among 
the reasoning faculties on both sides of comparison 
and over locality. When large, it gives prominence to 
that portion of the upper story of the forehead. It 
denotes the thinker, gives one the ability to reason 
between cause and effect, to deduce principles, and 
think abstractly. It shows originality and a desire to 
find out the why and wherefore of things, and so is 
found to be large in all political economists, scientists, 
philosophers, and metaphysicians. Galileo, Henri 



136 ANALYZING CHARACTER 

Bergson, Newton, Lamarck, Horace Mann, Benjamin 
Franklin, Herbert Spencer, and Karl Marx, the great 
economist, all have this organ prominently developed. 
Those in whom it is deficient have no originality, no 
ability to plan, think, or philosophize — they have weak 
judgment. 

This is the cause-seeking power which demands to 
know the why and the wherefore of things. It digests 
the materials gathered by the perceptive faculties, for- 
mulates conclusions of the relations of things, and 
directs them to produce desired effects. It gives out 
the power of associating cause with all phenomena. 
Asking "Why?" is the hunger sign of knowledge; and 
it is greatly to be regretted that parents and teachers 
often only do not answer questions which children, 
acting upon the impulse of causality, are so fond of 
asking, but for various reasons, either refuse to an- 
swer, invent amusing lies, or else reply in an absurd 
way, which often does more harm than good. 

In looking at the actions of men, causality prompts 
us to consider the motives or moving causes from 
which to proceed. 

As one writer says, "To build up this trait, study 
philosophy and logic, and reason out everything ; study 
premises and principles, endeavor to know the why 
and wherefore, and have a reason for everything. 
Study relation of cause to effect, reason logically, 
originate, meditate, reflect, plan, and invent. Endeav- 



THE FOREHEAD AND HEAD 137 

or to have soundness of judgment in everything. 
Think abstractedly and theorize. 

Comparison 

The situation of comparison is in- the middle region 
of the forehead, in the upper part directly above 
eventuality. When large it gives a rather high, prom- 
inent or wedge-like appearance to that part of the head. 
It exercises a most important influence upon the mind 
in the way of analytical capability; and one who has 
it largely developed is quick in discovering and under- 
standing differences, and is a critic or analyst. This 
is the faculty of analogy of similes, of discrimination, 
and it enables one to form conclusions by comparing 
objects with one another. It is essential to all students 
of reason, also to critics, and to purchasing agents. 

This faculty gives the power of perceiving resem- 
blances, similitudes, differences, and analogies, and 
enables its owner to illustrate his remarks by the use 
of metaphors, parables, and proverbs. Tune may 
compare one note' with another, and color contrasts 
different hues ; but comparison may compare color with 
a note, a form with a color, which these other faculties 
by themselves could not accomplish. 

Comparison is found well developed in all students 
of comparative analysis, and is also found in shrewd 
and keen business men. Dr. Pasteur was notably 



138 ANALYZING CHARACTER 

powerful in this region of the head; the lawyers, Daniel 
Webster, William Pitt, and Edmund Burke, also had 
keen analytical minds. 

To build up this region, one should practice the com- 
parison of objects, should criticize, analyze, classify, 
and illustrate. Study the relations between one object 
and another. Appropriate knowledge; reason induc- 
tively. Make use of comparisons, figures of speech, 
similes, proverbs, and so forth, reason by analogy. 
Exercise the mind in comparisons of physical objects 
and in comparison of theories and mental plans and 
operations as well. 

Human Nature or Intuition 

Is situated on the median line at the summit of the 
forehead directly over comparison. This faculty- 
gives the ability to study people, and is largely 
developed in all those who study persons by intuition, 
forming as they do rough estimates of the character- 
istics of an individual from instantaneous impressions. 
In the majority of instances these conclusions prove 
to be remarkably correct, and when combined with the 
scientific knowledge of character analysis, it forms a 
powerful and useful combination for the professional 
analyst. 

Intuition gives us impressions of others that are 
hard to explain. Women and children have it to a 




Fig. 15. 

GENERAL PERSHING. 

The Motive Type. 



THE FOREHEAD AND HEAD 139 

marked degree, and it is of valuable aid to people in 
choosing friends, judging employees, handling chil- 
dren, and analyzing character. Managers of hotels, 
doctors, salesmen, lawyers, teachers, and all people who 
come into contact with others have this faculty well 
developed. It is essential to the skilled detective. 
Shakespeare and Allan Pinkerton had it remarkably 
large. Its use is also required by all phrenologists, 
physiognomists, and students of character analysis. 

We should all study the characters of strangers and 
cultivate the habit of forming sympathetic impressions 
of them. Study motives, qualities, actions, and ap- 
pearances of everyone you meet. Cultivate sagacity 
and personal address. Observe the manners and cus- 
toms of different people, and study the relations be- 
tween actual character and physiognomical indications. 
Be sensitive to impressions made upon you by others, 
and watch the effect and impressions made by you. 
Study your own character closely. Study character 
analysis, physiognomy, phrenology, and the develop- 
ment of your friends, and observe the relations be- 
tween their physical appearance and their character. 

Imitation 

Dr. Gall discovered this organ on either side of 
benevolence, rising up in the form of a segment or 
sphere in the superior-anterior portion of the head. 



140 ANALYZING CHARACTER 

He also found it largely developed in some students 
of a deaf and dumb institute who were noted for their 
prodigious powers of imitation and mimicry. 

Combined with large language, individuality and 
eventuality, it gives the tendency to personify and 
dramatize, and in speech and conversation to suit the 
action to the word. It aids the poet, novelist, moving- 
picture actor, inventor, portrait painter, sculptor and 
engraver. The organ is generally active and large in 
children. It is in the theatrical profession where the 
action, influence, and effect of this faculty can be noted 
closely, and interestingly studied. For here it must, 
of all things, be the leading feature. Imitation may 
sometimes lead to affectation. 

When combined with large secretiveness it produces 
the actor and mimic, and is essential to all speakers, 
pattern makers, and coypists. 

To cultivate, practice copying from others in man- 
ners, expressions, sentiments, ideas, opinions, every- 
thing, and try your hand at drawing, and in every 
species of copying and imitation, as well as conform- 
ing to those around you; that is, try to become what 
they are, and do what and as they do. 

Agreeableness or Suavity 

This organ is situated just above causality and out- 
ward from intuition. Sometimes it is called agree- 



THE FOREHEAD AND HEAD 141 

ableness, because its function is to give blandness, 
politeness, and courtesy to manners and a disposition 
to make oneself and one's language pleasant. It shows 
the urbane and effective diplomat and is a great asset 
to hotel and restaurant proprietors and public speakers. 
All should cultivate agreeableness, diplomacy, and the 
ability to conform to the disposition of others. Be 
polite, pleasant, smiling, complaisant, bland, and per- 
suasive. Take pride in having as few disagreeable 
conditions as possible in your relations with others. 
Cultivate softness of speech and kindness in manner. 
When you have a disagreeable duty to perform, try 
to make it as pleasant as possible. Study etiquette, 
tact, the usage and customs of good society, and 
imitate the virtues and cultivate the graces of good 
breeding on every occasion. Compliment people. 

Con structiven ess 

This is one of the semi-intellectual faculties that 
are located in the region of the temples, at that part 
of the frontal bone immediately above the sphenoid 
and temporal suture. It gives breadth and fullness to 
that part of the head and is sometimes known as the 
perfective faculty. 

The beaver, an animal well known for its construc- 
tive ability, has a wide forehead, so has the field-mouse. 
This resemblance will be found in the inventor, 



142 ANALYZING CHARACTER 

mechanician, builder, and tool user. One having large 
constructiveness understands the working qualities of 
machines, tools, and so forth, and finds it easy to con- 
struct things. Mechanics, contractors, inventors, 
machinists, hardwaremen, and even artists, should have 
this organ well developed. It is essentially the putting 
together, the building and constructive instinct. Com- 
bined with veneration it delights in building churches 
and altars. Combined with form and imitation, it 
shows the engraver, sculptor, composer, painter, and so 
forth. Writers and speakers desire the aid of this 
organ in order that they may properly construct their 
thoughts. 

He who desires to develop himself in this respect 
should study machinery, buildings, mechanical work 
of all kinds, and exercise his thoughts in studying the 
manner in which things are put together. He should 
do vocational work, handle tools, musical instruments, 
and artistic apparatus, and become expert in using 
them. Study designs and practice invention, planning, 
drawing, and designing. In literature, study the con- 
struction of sentences, the arrangement of plots, the 
construction of poetry, the design of the authors and 
the invention of their schemes. Contrive, plan, tinker, 
invent, and construct in every branch of business. En- 
deavor to acquire practical dexterity in the use of tools, 
and in literary construction and scheming. 



THE FOREHEAD AND HEAD 143 

Ideality 

This faculty is located above and slightly backward 
of constructiveness and nearly along the temporal 
ridge of the frontal bone. Its location is in the upper 
and frontal portion of the temple just where the head 
passes from the perpendicular form to the horizontal, 
and under, and in front of the edge of the hair. 

It is the aesthetic faculty that loves the beautiful 
and perfect in nature and art and studies everything 
according to its beauty, perfection, and refinement. It 
denotes the poet, the artist, the idealist, and those ro- 
mantic in thought. Poets of all ages have this organ 
large, as in Euripides, Virgil, Homer, Rousseau, Pope, 
Washington, Irving, Mirabeau, and so forth. Bartholdi, 
the noted sculptor, was well developed in this region of 
the head and also in the organ of sublimity. 

Those in whom this faculty is small show poor taste 
and little imagination. They should consider refine- 
ment and taste, and endeavor to acquire both to a high 
degree. Let the imagination dwell upon ideas of 
beauty and perfection, study aesthetics, love the beauti- 
ful in art, oratory, and refined literature. Cultivate 
polished and cultured people. Eschew everything that 
is coarse, vulgar, indecent, or in bad taste. Imagina- 
tion, or as some people call it, "Fancy" enters largely 
into this faculty, and we have only to consider the 
function of imagination to realize how large a part it 



144 ANALYZING CHARACTER 

plays in our everyday life. Without it we could never 
rise above material things of the senses. Once we 
have an ideal in the mind and strive for it, success 
which we could not otherwise attain, comes within our 
reach. Ideality continually urges the intellect to 
adorn and improve its thoughts and actions. It is 
needed in even the humblest handicraft and tends to 
urge us to do things more perfectly. These artists, 
mechanics, poets, musicians, novelists, can shut their 
physical eyes and open those of imagination, calling 
before them things and ideas which the eye has not 
seen nor the ear ever heard and then record that to 
which ideality has given birth. 

Sublimity 

Is located between ideality and cautiousness, and 
when large gives width to the upper and lateral por- 
tions of the head. Ideality recognizes the exquisite 
and the beautiful; sublimity rejoices in that which is 
startling, terrible, majestic, like the tornado or the 
cyclone at sea. Such works as mountain scenery, the 
boundlessness of space, the eternity of time, the vast- 
ness of the ocean, and the view of Niagara Falls excite 
this function. Vernet, the great marine painter, is 
said always to have made it a point to go out to sea 
whenever he could during the raging storm. It is even 
related that once when everyone on board was praying 



THE FOREHEAD AND HEAD 145 

for safe deliverance, Vernet, lashed to the mast, gave 
utterance to ecstatic expressions of delight and admir- 
ation at the "glorious effect" produced by the 
tumultuous sea. 

Authors of war stories and poets usually have this 
faculty well developed. They exercise their thoughts 
in contemplation of the stupendous and grand in 
nature, art, and literature. Cultivate the appreciation 
of the vast, terrific, grand, endless, infinite, and sub- 
lime. Mount lofty summits and study whatever is 
grand and powerful in nature, in man, in machinery, 
or in literature. Enjoy sublime scenery, take an 
interest in stupendous enterprises of business, enlarge 
your ideas, and comprehend the greatness of great 
objects. 

MlRTHFULNESS OR WlT 

Is located at the upper and outer angle of the fore- 
head, giving width, fullness and squareness to that part 
of the head. It enables the man to laugh, appreciate 
the witty, the incongruous, the absurd, the eccentric, 
and to enjoy sports. It aids reason by pointing out 
the ridiculous, and is largely developed in all comedians 
and entertainers. 

Mark Twain had a splendid example of this develop- 
ment. Combined with large destructiveness and com- 
bativeness, it leads to satire. People should laugh 



146 ANALYZING CHARACTER 

heartily on all occasions. They should cultivate a love 
of wit, humor, fun, and gaiety. Practice the posses- 
sion of a keen sense of the ludicrous, the absurd, and 
everything which properly provokes laughter. Enjoy 
and read jokes and say witty, mirth-provoking things 
whenever admissible. Cultivate a sunny smile, and 
jolly disposition and see how much fun you can crowd 
into the usual routine of business transactions and 
life without becoming frivolous. 

Justice or Conscientiousness 

This organ is situated in the coronal region, adjoin- 
ing, below, and on each side of firmness. All of the 
moral sentiments are located in the coronal region of 
the head, and when large give height and fullness to 
that part of it. It was discovered by Dr. Spurz- 
heim. This faculty distinguishes between right and 
wrong and some moralists speak of it as "conscience," 
or the voice of "God," but this is an erroneous con- 
ception of it, for it can be educated or perverted by 
our environment just as well as any other faculty. 
The author has seen skulls of Indians and savages who 
were well developed in this respect; yet they would 
probably scalp and slay at will, and still their "con- 
science" would be at ease for they had not been 
educated up to recognizing these wrongs. 

This faculty endows one with a strict sense of duty, 



THE FOREHEAD AND HEAD 147 

obligation, and justice, and makes one punctual and 
scrupulous in the performance of promises and duties. 
It is the nucleus of an honest, a moral, and a substantial 
character. It is largely developed in judges, and was 
one of the most prominent faculties of the famous 
nurse, Florence Nightingale. The organ is sometimes 
called justice. It is that part of the brain in which 
originates the feeling, the emotion, or the desire of 
duty, and shows us the man of integrity and scrupu- 
lousness. When it is weakly developed it leads to 
deceitfulness, underhandedness, and dishonesty. A 
person with this faculty properly developed will always 
experience some sort of restraint and reproach, at 
even the contemplation of a dishonourable action. 

The question, is it right, honourable, just, immedi- 
ately suggests itself; when the phase of mind which 
prompted the evil thought soon passes away. Dr. 
Combe in his work, "Elements of Phrenology/' SLys, 
"When this organ is small, the individual is prone to 
do an unprincipled action if tempted by interest or in- 
clination. He experiences a difficulty in perceiving 
both the quality of justice, and in feeling the imperious 
.obligations of duty arising from its dictates. He will 
promise, but not perform, undertake obligations and 
not fulfill them; in short, we cannot rely on his word, 
or trust to his acting according to his engagements, 
except when his own interest or inclination prompts 
him. It is deficient in notorious criminals and when 



148 ANALYZING CHARACTER 

this part of the brain is diseased it sometimes produces 
the form of insanity known as melancholia." Other 
indications of an honest, conscientious individual are 
a frank, clear, steady, wide open eye ; strong, straight- 
lined, clear-cut nose ; firm, steady mouth ; square chin ; 
open hands ; candid manner ; firm, steady heel-and-toe 
walk; clear voice; and lack of suspicion. 

To cultivate this organ you should study the ethics 
of all things; improve your sense of justice; subject 
your thoughts, words, and actions to close scrutiny as 
to right and wrong. Inculcate a repugnance to what- 
ever is wrong, and a love of right because it is right. 
Be prompt to render justice and equally prompt to 
exact it. Make contracts closely and live up to them ; 
never compromise with your "conscience." Do right 
though the heavens fall; be scrupulous in matters of 
duty; never equivocate, be particular to tell the exact 
truth at all times; study integrity and uprightness of 
character; take pride in doing exactly right on all 
occasions ; be circumspect, prudent, and careful against 
contracting responsibilities, debts, or duties which are 
in any way likely to cause failure or embarrassment to 
you. 

Hope 

Directly in front of the organ of conscientiousness, 
and on each side of veneration, lies the organ of hope. 



THE FOREHEAD AND HEAD 149 

A line drawn upon the head perpendicularly upward 
from the opening of the ear will pass right between 
these two organs. This function urges one to look 
ahead, paints the future in rosy colors, and gives one 
a belief in the permanent future and great confidence 
of immortality; it tends to show the silver lining 
behind every cloud, and when combined with large 
acquisitiveness and moderate caution, it shows the 
speculator and gambler. 

It is largely developed in salesmen, promoters, and 
so forth, and was found to be large in Sir Walter 
Scott, who was cheerful even amidst his greatest mis- 
fortunes. Small hope shows the man who despairs 
easily, is pessimistic, gloomy, and melancholy ; whereas 
excessive hope gives one a tendency to build castles in 
the air. All should look to the future with happy 
anticipation. To some persons, even in indigence and 
illness, there is "a good time coming," while to others 
the future may appear shrouded in gloom — and this 
though they may have had ample means of enjoyment, 
and little apparent cause for such despondency. 

Be optimistic, buoyant, expectant, and look on the 
bright side of affairs, believe in the future and in the 
good things in store for you; cultivate high spirits 
and a hopeful disposition. Endeavor to keep off all 
tendencies to despondency and gloomy thought; talk 
of the future hopefully whether you believe in it or 
not. Be enterprising and venturesome in business; 



150 ANALYZING CHARACTER 

overestimate the chances for the future rather than 
underestimate them. Contemplate the joys of the 
future and talk much of that which is beyond. Use 
your intelligence effectually to place yourself under 
conditions favorable to good results, and do not take 
into consideration the possibility of failure. Endeavor 
to realize your expectations and remember that "in the 
bright lexicon of youth there's no such word as fail." 

Spirituality and Faith 

This organ when large imparts elevation and breadth 
to the top-head, and is located on each side of venera- 
tion. It shows the clairvoyant or one who believes 
in spiritual existence, second sight, and other psychic 
phenomena. It is found large in superstitious people 
and those who believe in ghosts and apparitions. In 
Ann Lee, the founder of the Shakers, this organ was 
most extraordinary in its development; it was also 
large in Loyola, the founder of the order of Jesuits. 

When the organ predominates in an individual he 
experiences a natural inclination to believe in the won- 
derful and marvelous, presentiments and phantoms, 
has a lively faith and gives vent to expressions of 
admiration and awe. It has been called, "Faith," by 
Dr. Donovan, whereas Dr. Spurzheim called it "Sur- 
naturalite," and George Combe called it "Wonder." 
By other phrenologists it is often called "Marvelous- 



THE FOREHEAD AND HEAD 151 

ness." It shows credence and belief in supernatural 
phenomena and in the existence of great exterrestrial 
powers. Cromwell, Swedenborg, Joan of Arc pos- 
sessed this element to a large degree. The author 
found it largely developed in a number of spiritualists 
he examined while in Australia. Its absence shows 
the sceptical tendency and the non-believer. Those 
who desire to cultivate this faculty should associate 
with those of a believing disposition and take a lively 
part in their faith as far as it is reasonable, endeavor- 
ing to enter fully into the enthusiasm of such occasions. 
Study the new, the wonderful, and all partially de- 
veloped truths. 

Veneration 

Is situated at the middle of the coronal aspect, the 
fontanel or summit of the brain, directly in front of 
firmness. It is the worshipping or respecting faculty 
and shows reverence for religion and things old and 
sacred. It predisposes to devout feelings; to adora- 
tion, and also to admiration and respect for superiors 
in rank or power. The author found it large in savages 
who are very religious, such as the natives of the 
island of Raratonga in the South Sea Islands, or those 
who believe in idolatory or worship of images and idols, 
as among the Cingalese in Ceylon. It has been found 
large even in murderers, and any insane asylum will 



152 ANALYZING CHARACTER 

show patients who are diseased in this part of the 
brain, and imagine themselves to be the King, Emperor, 
Jesus Christ, God, and so forth. The sphere of this 
organ is not confined to religion only ; it inspires 
respect for authority, deference toward superiors and 
the aged, and respect for the great and good. It is 
essential to all preachers, missionaries, evangelists, and 
others interested in religious endeavors. When this 
part of the head is well developed there is a tendency 
to reverence, to worship, to adulate, to prostrate, to 
kneel, and to feel religious awe towards some symbol, 
idol, picture, and so forth. It is exercised equally by 
the half -naked savage who bows in trembling fear 
before a wooden image, and the highly-educated, 
refined, devout lady, who prostrates herself before a 
golden altar illumined by wax candles in gold and 
silver supports, accompanied by beautiful and appro- 
priate music. 

It causes people to be patient, pliable, submissive, 
calm under trials, and cheerfully to acquiesce to the 
inevitable. 

Its deficiency marks the atheist and agnostic, as 
exemplified in the heads of Ingersoll, Paine, and 
Voltaire. Veneration is cultivated by feelings of 
reverence for everything which is entitled to respect by 
reason of age, superiority, greatness, or holiness. Be 
deferential to the aged and to all persons who have 
a claim upon your respectful considerations, especially 



THE FOREHEAD AND HEAD 153 

parents. Worship reverently and with great regularity 
and frequency. 

Benevolence 

Is situated in the anterior part of the top head just 
forward of veneration or immediately before the 
fontanel. When large, the forehead rises high and 
has an arched appearance; and when small, the upper 
part of the forehead is comparatively low and appears 
to recede. This is the faculty that proves one to be 
kind, charitable, sympathetic, compassionate, and 
benevolent ; and when small it shows the person who is 
selfish and indifferent to the sufferings of others. It 
is noticeable in dentists, doctors, and surgeons who are 
merciful and do not inflict unnecessary pain. Some 
animals, notably dogs, are well known for their 
benevolence, and Newfoundland, St. Bernard, and 
Shepherd dogs, who are so characterized all have high 
foreheads. Bull dogs, on the contrary, are wide above 
and behind the ears and have low flat receding fore- 
heads. They are noted for their cruelty and pugnacity. 
It is weakly developed in nations known for their 
cruelty. Philanthropists are unusually well developed 
in the region of benevolence and this is true of all 
others charitably inclined. 

The larger a person's benevolence is, the sooner is 
he acted upon by first appearances ; perhaps the terms 
understanding or co-feelingness would convey the 



154 ANALYZING CHARACTER 

meaning better than the word benevolence, but to co- 
feel with a sufferer is to sympathize with him. 

Real sympathy is essential to the agreeable and 
pleasant manner that some doctors have the power of 
displaying when attending sick persons. As a rule, 
the power of benevolence is stronger in women than 
in men, and stronger in children than in the adult. It 
is a necessary factor to the nurse, dentist, doctor, 
surgeon, parent, teacher, magistrate, judge, and so 
forth. 

VlTATIVENESS 

This organ is located behind the ear, below the 
region of destructiveness, forward of combativeness ; 
just above the root of the mastoid process, and when 
large it gives width and fullness to the basilar region 
of the head. It gives man the instinctive love of life, 
and its function is to love existence. It dreads disease 
and the individual well developed in this section of 
the brain will tenaciously hold on to life. The author 
found this faculty weakly developed in a youth in 
Vancouver, Canada, and commented upon it. He was 
subsequently informed that he had attempted to 
commit suicide the previous summer by jumping off 
a boat. This was probably a hereditary instinct, for 
his father had taken his own life some years ago. 
People in whom this organ is large, love life and will 



THE FOREHEAD AND HEAD 155 

never commit suicide. Dr. Donovan, in his writings, 
tells of a man named Lees, with low vitativeness, who 
was executed at Newgate for the murder of his wife, 
a dissolute woman. Lees went to the Gilspur St. 
Compter, on the day he committed this crime and gave 
himself up. He pleaded guilty and actually longed for 
death. 

Dr. Combe, in his work on Phrenology, Vol. I., 
p. 294, mentions that a physician in Philadelphia, Dr. 
George McLellan, saw reasons to believe that tenacity 
of life bears some relation to the development of this 
organ of vitativeness. Patients of his in whom it was 
large were known to live several days longer than was 
thought probable, while some in whom this part of the 
brain was narrow died sooner than was expected, and 
often suddenly, before any ordinary cause had been 
discovered. 

Dr. Combe cites a case that came under his notice of 
a lady over sixty years old, who evinced a more than 
ordinary degree of anxiety about her life and her fear 
of death. At her decease her brain was examined, 
when the enormous development of one convolution 
toward the medial line at the base of the middle lobe 
was too striking not to attract attention. Pope Leo 
was a good example of a person with a large vitative- 
ness. 

Animals who are wide in this region, such as lions 
and tigers, fight hard before they are killed, whereas 



156 ANALYZING CHARACTER 

other animals are deficient in this respect, for instance, 
sheep, chickens, and rabbits, and they are easily 
slaughtered. 

It should be large in all physicians in order to enable 
them to love life and fight death not only for them- 
selves but others. To develop this attribute, one 
should study the laws of longevity and practice them ; 
study existence, its delights and profits. Consider the 
value of life and how much you may accomplish. Study 
the laws of hygiene and when attacked with sickness 
never give up; cling to life, and if the doctor says you 
are likely to die, discharge him on the spot and give 
full vent to your indignation, and it is a psychological 
fact that this will greatly aid your chances for 
recovery. 

COMBATIVENESS 

A little back of the top part of the ears or at the 
mastoid angle of the parietal bone we find this organ. 
It gives width to this part of the head and an estimate 
of its size may be obtained by placing the thumb on 
the organ on one side and the fingers on the organ on 
the other side of the head and a little practice by an 
observer will enable him (by comparing one head with 
another) to decide in regard to the size of the 
organ instantly. Those in whom this organ is strongly 
marked are courageous, plucky, and resist very quickly 



THE FOREHEAD AND HEAD 157 

any invasion of their rights. It makes one pugnacious 
and is largely developed in the dog, an animal known 
for its fighting proclivities. It is easily discerned in 
professional pugilists and was prominently marked in 
General Grant and General Sheridan. Lord Kitchener 
and Von Hindenberg are also good examples of this 
trait. Forceful debaters have it largely developed and 
its deficiency combined with low self-esteem points to 
the coward. 

Persons of this type should build this organ by 
becoming resolute, aggressive, forcible, and defiant. 
The practice of boxing, wrestling, football, and debat- 
ing, is valuable aid in developing this attribute. Seek 
opposition rather than avoid it; argue your point and 
stick to it. If necessary to assert your rights do so 
vehemently and forcibly. Take part in combats and 
excite physical energy. The phrenological meaning of 
combativeness is the will power to oppose, in a physical 
sense by means of a system of self -protection, resist- 
ance, or defense. By itself, the function of combative- 
ness seems to. be merely defensive — not aggressive — 
although in operation it rarely fails to excite its 
close ally, the aggressive principle known as 
destructiveness or executiveness. This is a necessary 
instrument for the lawyer, politician, pugilist, sports- 
man, athlete, and soldier. It is large in the Caribs 
and Indians ; small in the Hindoos and Cingalese. 



158 ANALYZING CHARACTER 

EXECUTIVENESS 

This organ is sometimes called destructiveness and 
is situated directly above and extending a little back- 
ward and forward from the external opening of the 
ear. A large development of this propensity gives 
width of the head from ear to ear. This element gives 
executiveness, tears down and destroys that which 
obstructs or impedes. It is the cut-right-through faculty 
and when excessively developed shows the mur- 
derer and the fighter. Anger, brutality, temper, 
viciousness, and rage are manifestations of it. Animals 
that kill are wide through this region, such as tigers, 
lions, and wolves. All herbivorous animals however, 
like the camel, deer, sheep, and rabbit, are narrow in 
this region. 

Nero, Frederick the Great, Lord Kitchener, Gordon, 
and Von Hindenberg are good examples of this trait. 
It is well developed in the heads of North American 
Indians, New Zealand Maoris, and other savage and 
cruel races. It is deficient in the Esquimaux, and the 
Hindoos, who can easily be kept in subjection by a 
handful of British soldiers. 

It is essential to physicians, surgeons, and dentists, 
but should be tempered by kindness, so that they may 
not inflict unnecessary pain. The function of this 
faculty is to produce that special mental energy which 
in its manifestations may either force aside, overcome, 







Fig. 16. 
CHANCELLOR DAY, Syracuse University. 
Vital and Mental. 



THE FOREHEAD AND HEAD 159 

break down, disable, injure, destroy, kill, or extermin- 
ate by direct application of physical force. Certain 
types of executives need the exercise of this organ. 
The wide-headed engineer, bridge builder, or tunneller, 
will overcome obstacles more easily than-the narrow- 
headed type. 

To cultivate, do everything thoroughly. In contests 
of all kinds, punish your adversary with crushing 
opposition. Carry out your own plans, despite opposi- 
tion. Be selfishly energetic. Play football and 
practice boxing and wrestling. Make up your mind to 
perform your undertakings with thoroughness, 
despatch, and rapidity. 

Alimentiveness 

The desire for food is a function of the particular 
part of the brain at the base of the middle lobe and 
lying on the fossa of the sphenoid bone behind and 
partly lower than the socket of the eye. 

It is situated immediately forward of where the 
front part of the ear joins the head and when large 
gives width to that part of the head. It is sometimes 
called appetite, and shows the one who enjoys eating 
and drinking. If perverted it is likely to lead to glut- 
tony and indigestion. Persons who are well developed 
in this region enjoy preparing meals and cooking. They 
become good grocers, butchers, and so forth. When 



160 ANALYZING CHARACTER 

combined with large social organs they make good 
restaurant and hotel-keepers. 

It will be realized that alimentiveness is indeed an 
important factor when we consider that the necessity 
for food, the pleasure felt in partaking of it, the pain 
resulting from the want of it, the fatal result of de- 
privation of it, form, singly and collectively, the most 
imperative incentive to industry that can be conceived. 

If large, the digestion is vigorous and hearty, and 
the food is soon disposed of ; all meals being eaten with 
pleasure. On the other hand, if the faculty be small, 
the digestive system lacks energy and is therefore 
slow, sluggish, or weak. One of the gravest errors 
that can be made is in assuming that certain diets are 
equally advantageous to all. Certain medical practi- 
tioners lay down a general system of diet, and the 
number of meals to be taken during the day, irrespec- 
tive of each particular individual's capacity for dispos- 
ing of the same. All this is false when generally 
applied; as the amount of time and digestion and the 
class of food necessary for different individuals will 
differ, and will depend entirely on the digestive vigor 
of each individual. 

Persons with strong animal propensities should eat 
less meat than others. Those deficient in alimentive- 
ness have a poor appetite and should learn to appreci- 
ate their food and eat with relish. Eat only when 
hungry and do not criticize food adversely. Look for 



THE FOREHEAD AND HEAD 161 

excellencies and develop the sensation of pleasure in 
gratifying the appetite for food. It is interesting to 
note that in sheep, the olfactory nerves, which are very 
large, are perceived to terminate in two cerebral con- 
volutions lying at the base of the middle lobe of the 
brain, adjoining and immediately forward and below 
the organs of executiveness in carnivorous animals. 

Dr. Michaelis, the Food Administrator of Germany, 
during the Great War, was notably well developed in 
this region. 

Acquisitiveness 

This organ is situated at the anterior inferior angle 
of the parietal bone backward of constructiveness, and 
when this part of the head is large it shows the finan- 
cier. In proportion as it is developed it fills and 
rounds out the head just back of the lower part of the 
temple, rendering it rounding and spherical between 
the tops of the ears and the corners of the eyes. It 
shows an understanding of values of money and makes 
one strive to obtain property. It gives one a love of 
wealth, and makes him thrifty, frugal, and economical. 

Excessiveness of this development shows the miser, 
and its deficiency the spendthrift. 

The squirrel, an animal whose development in this 
region is well known, lays by nuts, and other kinds of 
food for the winter months, whereas the chicken never 



162 ANALYZING CHARACTER 

stores food away and is deficient in the organ of 
acquisitiveness. 

Its use is required by all business men, providers, 
merchants, and collectors, but with moderate morality 
and low conscientiousness will show the thief or the 
man who tries to acquire property dishonestly. It is 
a law of nature that men should strive to provide for 
future wants, and even to accumulate certain kinds of 
property. Persons with only a moderate development 
of acquisitiveness are rarely, if ever, fond of business 
or successful in commercial pursuits. Some men have 
a positive talent for money-making, which causes them 
to succeed in whatever kind of commerce they may 
undertake and "all they touch turns to gold." 

Acquisitiveness is called covetousness by Dr. Spurz- 
heim, but covetousness, avarice, dishonesty, and theft 
result only from the abuse of this organ. 

Those who are bashful in asking for money that is 
rightly due to them are weak in acquisitiveness. They 
should study the value of things and cultivate the pride 
of ownership. Study how money may be invested 
properly and analyze the methods of successful finan- 
ciers. Be earnest, dignified, and energetic in your 
collections. Never make a concession in business for 
the sake of friendship, charity, or good-nature. Give 
full value, but be sure you receive your money. When 
money is due to you, insist upon it in a dignified, forc- 
ible way and never compromise your debts. Start a 



THE FOREHEAD AND HEAD 163 

bank account and be determined to make it grow. 
Study biographies of financiers like J. P. Morgan, J. D. 
Rockefeller, Baron Rothschild for inspiration. 

Secretiveness 

This organ is located above destructiveness and 
backward from acquisitiveness and shows the con- 
cealer. It is situated at the inferior edge of the parie- 
tal bone or in the middle of the lateral portion of the 
brain. It causes one to use policy, self-restraint, dis- 
cretion, and in inferior minds it generates cunning, 
evasion, deceitfulness, and falsehood. 

When combined with large acquisitiveness and a 
low top-head it shows the swindler. Its excessive 
development shows the liar, hypocrite, concealer, and 
double-dealer, whereas its deficiency shows the person 
who is too frank and lacks tact. It is necessary to 
some lines of business and proves itself useful to 
detectives. Its policy is "Mind your own business." 
It produces the instinctive tendency to conceal or sup- 
press the outward expression of desires, thoughts, 
surprise, and other emotions. 

Madame De Stael describes the first Napoleon as 
having the power, when he thought he was being 
scrutinized, of taking away all expression from his 
face, as if it had been turned to marble, and occasional- 
ly of assuming a vague smile, so as to baffle those who 



id4 ANALYZING CHARACTER 

might wish to discover what was passing within. 
There was an air of vagueness and want of thought in 
his physiognomy and his looks expressed only what 
he chose to reveal. Many writers have testified to 
this phase of his character. 

When excessive and combined with deficient moral 
sentiments, it causes lying, duplicity, and deceit, as 
illustrated in the American Indian. If you are weak 
in this region of the brain, cultivate reserve and con- 
cealment in everything you do. Keep a constant 
guard upon your words and actions and do not expose 
your state of mind to anyone. Be cunning and evasive, 
and control the expression of your feelings. Do not 
take people into your confidence, and remember that 
"silence is golden." 

Cautiousness 

The organ of this feeling is situated near the middle 
of each parietal bone on the upper side head outward 
from the crown, a little further back than the ears. It 
is generally the widest part of the back head and fre- 
quently interferes with the fitting of a hat. 

Caution is the great alarmer, the sentinel, arouser, 
and stimulator of the brain. Fear is the normal result 
of this faculty, and watchfulness, hesitation, procras- 
tination, carefulness, solicitude, and anxiety arise from 
it. A due degree of it is essential to a prudent charac- 



THE FOREHEAD AND HEAD 165 

ter. Extreme caution may co-exist with many of the 
highest moral and social principles, but under certain 
circumstances an excess of this quality may be 
designated as cowardice. It warns us to look out for 
danger and when excessively developed shows doubts, 
wavering, fear, and timidity. Its deficiency is the 
primary cause of thoughtlessness and causes one to be 
reckless, imprudent, rash, and too hasty. Such people 
are always excusing themselves with the formula of, 
"I never thought about it." 

Caution acts as does a brake on a wheel. It pre- 
vents one from going too fast, from acting inconsider- 
ately of consequences, from leaping without looking, 
and therefore from committing many errors. Yet an 
excess of it is a continual drag and impediment to 
action, causing both physical and moral cowardice, 
thus paralyzing the mind and making its victim a slave 
to apprehension, doubt, and eternal vigilance. 

The author has seen many children who are exces- 
sively developed in this respect, probably due to the 
foolish habit of telling the little ones ghost stories, 
tales of "bogey-men," and inculcating them with a fear 
of the dark. Those who are weak in this respect 
should always think twice before they act, which will 
often result in their not acting at all. They should 
cultivate prudence in all things and practice eternal 
vigilance. Be sure you are right before you go ahead. 
Consider the future, the possibilities of sickness, mis- 



166 ANALYZING CHARACTER 

fortune, and death, and be provident. Be careful in 
health, finance, property, friends, and everything else 
valuable. 

Approbativeness or Ambition 

This is one of the aspiring faculties and is located 
above and behind cautiousness on each side of self- 
esteem. It denotes ambition and shows the man who 
loves popular approval, publicity, applause, glory, and 
distinction. When combined with a good intellect, it 
makes one ambitious to achieve fame, praise, or esteem. 
When excessive it has a tendency to make one vain and 
subject to self-praise. 

It is usually found well developed in public speakers, 
actors, statesmen, and it is one of the greatest stimu- 
lants to ambition. Those in whom it is weak should 
cultivate this trait by striving to please others and 
studying how this may be done effectually. Dress, 
attitude, tone of voice, and actions should be regulated 
with a view of producing favorable impressions. Be 
sensitive to criticism and try to avoid it. Strive for a 
high reputation and be respectable at all hazards. Where 
self-esteem suffices for itself, and is content with one's 
own estimate and approval, approbativeness appeals to 
others. He who desires approval makes a mirror of 
other people's eyes, dresses himself by the mirror, as 
it were, tries to see himself as others see him, to avoid 



THE FOREHEAD AND HEAD 167 

blame, and to do that which will give him good will and 
praise. Such considerations do not influence the man 
with little desire for approval, for he cares for nobody, 
and does that which best pleases himself. 

There are few defects more likely to render a man 
more disagreeable and generally unpopular in private 
life than a disregard for the feelings and opinions of 
others, a defect which seems to be the outcome of 
little regard for the approval or disapproval of others. 
As first appearances are often very important it is one's 
duty to be careful of the impressions one makes. 

Self-Esteem or Dignity 

This organ is located at the highest point of the 
head in the region of the crown and when large gives 
height from the medulla to this point. The taller the 
head from the ears to this region the larger this organ. 
Some character analysts call it dignity and it shows 
the authoritative instinct. When combined with des- 
tructiveness and executiveness, it shows the one who 
loves to dominate and command. It gives pride, am- 
bition, manliness, and self-reliance to one's character 
and causes one to be respected. 

Its use is necessary to all managers, leaders, and 
public men; but excessive pride is the vice of im- 
moderate self-esteem, self -approval, self -preference; 
in a word selfishness in its numerous modes of expres- 



168 ANALYZING CHARACTER 

sion, as self-exaltation, haughtiness, contemptuous- 
ness, desire to govern. 

Want of self-esteem means a lack of self-regard, 
pride, self-respect, and want of self-reliance, and it 
will be obvious how such a state of feeling renders a 
person likely to fall into lowering habits of thought 
and action. 

This organ can be enlarged by cultivating self-con- 
fidence in every thought, word, and action. Assume 
the leadership of difficult enterprises. Resent all en- 
croachments upon your rights, person, and privileges. 
Do not allow anyone to speak slightingly or insult- 
ingly to you without resenting it promptly. Do 
not allow yourself to become the butt and ridicule 
of jokes, and when it is attempted, display dignity, 
and never laugh at a joke perpetrated at your expense. 
Place yourself amidst pleasant surroundings and act 
the part of a gentleman or lady at all times. Its 
restraint and due regulation are necessary in those who 
are proud, egotistical, conceited, forward, pompous, 
supercilious, or domineering. 

Firmness 

Is situated at the top of the head between venera- 
tion and self-esteem and when large gives height to 
this part of the head. It is in direct line with the 
opening of the ear. 

The office of this organ is to give steadfastness, 



THE FOREHEAD AND HEAD 169 

stability, decision, perseverance, tenacity of purpose 
and reluctance to yielding. Firm people cannot be 
forced into doing things against their will and an ex- 
cessive development of this organ causes obstinacy and 
stubbornness. Its deficiency makes one fickle and 
vacillating. Generals, explorers, and leaders of all 
types need the use of this faculty. It is one of the 
factors of will-power. 

Lavater was the first to point out that persons of 
firmness had lofty heads. 

Firmness may be called the mental pillar of the mind. 
This faculty gives determination, coolness, and steadi- 
ness to the mind, and its necessity to the mental 
system is quite obvious. Firm people are rarely 
violent — their nay is nay — they have perfect control 
over their temper and "don't boil over." 

To cultivate this faculty it is important that you 
complete every one of your undertakings. Prepond- 
erance of firmness however shows obstinacy, unpro- 
gressiveness, unchangeableness. The good effects of 
firmness are calmness, quietness, stability, persever- 
ance, absence of violence, of temper on ordinary 
occasions, and absence of changeableness, fit fulness, 
and so forth. 

Amativeness or Love 

Is one of a group of the social faculties and is 
located in the lower back head and when large gives 



170 ANALYZING CHARACTER 

fullness to this region. If we notice the size of the 
head from the ear backward, we can easily learn to 
judge the comparative strength of these organs. 

This organ is located in the cerebellum or little brain 
and when large gives breadth and fullness to the base 
of the skull at the nape of the neck. This faculty- 
gives rise to the sexual feeling. Brigham Young and 
Emperor Franz Joseph are good examples of large 
amativeness. 

Its primary office is the continuance of the race and 
it produces physical love between the sexes. It shows 
the lover, the creator, and develops attachments. It 
promotes admiration and courtesy for the opposite sex, 
and salesmen who are well developed in this respect 
can sell goods to the female sex. Licentiousness, 
prostitution, and sensuality follow from the excessive 
development of this organ and its deficiency notes the 
bachelor^ old maid, and one who lacks affection. 

Doctors should be well developed in amativeness and 
all the social organs in order for them to come into 
intimate contact with their patients. Everyone 
should seek the society of virtuous persons of the 
opposite sex on all occasions, and develop kind and 
affectionate relations with these companions. Avoid 
lewdness and coarseness of word or thought in con- 
nection with these friendships and cultivate a love of 
sex and a pride in your own sexual perfection, avoiding 
everything which may have a tendency to injure your 



THE FOREHEAD AND HEAD 171 

sexual power. Seek especially the type of character 
adapted to your personality and scientifically analyze 
their attributes and their relation to your own consti- 
tution. 

Constancy 

Is located on each side of the occiput above 
amativeness, and when large shows the person who 
desires a union for life with one of the opposite sex. 
It shows fidelity and is sometimes called conjugality. 

These people make the finest husbands or wives for 
they are always faithful, true, and constant in their 
affections. When morbid it creates jealousy. Animals 
who are well developed in this respect, such as the 
eagle and the lion, take one mate for life, whereas 
those animals in whom this organ is small, such as the 
horse, dog, sheep, and so forth, are promiscuous in 
their instincts. It shows the monogamic spirit and is 
deficient in all polygamists. 

Parental Love or Philoprogenitiveness 

The organ of philoprogenitiveness or parental love 
as it is often called, is located in the center of the back 
part of the head, directly above the little bony point or 
occipital prominence which is often quite distinct, and 
when large it gives length to the head from the opening 
of the ear backward and imparts an elongated fullness 
to the back part of the head. 



172 ANALYZING CHARACTER 

It is well developed in all who are passionately fond 
of children and produces the instinctive love of the 
young. It denotes the genuine father or mother, the 
mother who loves to cuddle her baby and the nurse 
who ministers to children. The muscular manifesta- 
tions of this faculty are exhibited towards an infant in 
such acts as clasping, fondling, pressing closely, sup- 
porting, and carrying. A woman with large philopro- 
genitiveness takes pleasure in all these forms of exer- 
tion towards infants, but especially in tending her 
own. The latter is, of course, only natural. Women 
who have small parental love are quite content to bring 
up their babies on the bottle instead of suckling them, 
and to leave them entirely in charge of nurses or 
servants. These people always consider the duties of 
motherhood a burden, though we are glad to see that 
the majority consider it a pleasure to care for and be 
in the society of children. 

Male heads are not so prominent in this region as 
female heads. Men who are well developed in this 
respect are very indulgent to children and love to 
make things for them such as toys, carriages, dolls, 
and so forth. Even in animals this organ is some- 
times well developed, and lions, tigers, apes, hawks, and 
other fierce and treacherous creatures show quite as 
much parental affection as those who are more docile 
and mild-tempered. 

The lower part of this organ is devoted to the love of 



THE FOREHEAD AND HEAD 173 

animals and those in whom this section is prominent 
like to have pets about them, such as dogs, horses, 
cats, parrots, and so forth. They will cherish and 
care for these animals and the development of this 
organ is essential to all cattle breeders, stock farmers, 
veterinary surgeons, and others interested in animal 
welfare. Those poorly developed in this direction 
should cultivate a love of children and pets. Take a 
lively interest in their welfare and play with them. 
Instruct the young in all things you know to be good. 
Extend manifestations of love towards all companion- 
able children and animals. Study child welfare and 
kindred subjects. When it is perverted it spoils 
children, by excessive indulgence, pampering, and 
humoring. Its manifestations should then be restrained. 

Friendship or Adhesiveness 

On each side of philoprogenitiveness we find the 
organ of friendship, and when large this shows the 
sociable and friendly person. It asks for fellowship, 
fraternity, for affection, and seeks all who will respond 
to it for friendship. 

It shows the "mixer," the club man, and should be 
possessed by all ministers, doctors, politicians, sales- 
men and all those who come into contact to a great 
extent with others. An examination of the head of 
the recluse and hermit will show a marked deficiency 
in this region. 



174 ANALYZING CHARACTER 

To cultivate it, study the likes and dislikes of others, 
join good clubs, attend parties, and fraternal organiza- 
tions and study the welfare of others. Go into 
society. Shake hands heartily. Smile when you meet 
one you have met before and strive to be a good 
friend. Cultivate enthusiasm and warmth of manner. 
A person with this organ large knows everybody and 
everybody knows him. The story of Damon and 
Pythias is a good illustration of this faculty. 

Inhabitiveness 

Located immediately above parental love, it gives 
fullness to that part of the head and length backward 
from the ear. This organ is the basis of the home 
instinct and of patriotism. It makes one fond of the 
place one is living in and when away from that place, 
subject to homesickness. 

Dr. Spurzheim observed this manifestation and 
named it Inhabitiveness. There is in most creatures, 
if not in all, a place-loving affection, a sense of attach- 
ment to a particular spot, a sense of ease and enjoy- 
ment when in such a place, a feeling of uneasiness 
when away from it. This fact is illustrated very 
obviously in some of the lower animals, some of which 
cling to their homes with marvelous tenacity, and 
return to the beloved haunts from great distances, and 
through many dangers and difficulties. To such 



THE FOREHEAD AND HEAD 175 

creatures, as to man, "There is no place like home," 
and animals of this inhabitative class are more easily 
domesticated and made directly useful to man. 

When this faculty is poorly developed, it has a ten- 
dency to make one desire to roam and travel. Nomadic 
and wandering tribes such as the Arabs and certain 
tribes of Indians in America are good illustrations of 
this fact. They are very poorly developed in inhabi- 
tiveness and habitually rove from place to place in 
search of some imaginary and better locality. 

It is a useful faculty for building contractors to 
have, as it enables them to build homelike homes. 
People should take a lively interest in everything 
which pertains to their neighborhood, town, county, 
state, and country. Locating in one place perma- 
nently and cultivating patriotism is an aid to building 
this faculty. Stay at home and cultivate pride in the 
home and love of its attachments, in its beauty and 
adornments, and the sociabilities of the fireside. Invite 
company to your home and take delight in hospitality, 
and the excellencies of your home comforts. 

Continuity or Concentration 

This faculty is located below self-esteem and above 
inhabitiveness. When large it denotes the person who 
can devote his intellect or confine his feelings to a 
given subject with patient consecutive application, and 
is sometimes called concentration. 



176 ANALYZING CHARACTER 

It makes one finish the thing at hand and shows the 
man who can continuously apply his mentality to a 
given subject. If this organ is deficient this man craves 
variety, seldom completes anything, and usually has 
several irons in the fire at once. Authors who are 
deficient in concentration never write long pieces. 
Their forte is short poems, odes, eulogies, essays, short 
stories, and so forth. 

Charles Dickens and George Eliot both had a marked 
development of this faculty. The cat and pointer dog 
are usually well developed in this respect and have the 
power of continuously watching until the opportune 
moment for seizing their prey. Large continuity 
shows the earnest and studious investigator; its weak- 
ness the "J ac k>of -all-trades." It can be cultivated by 
practising the art of comprehending connectedness and 
interruption. Make your work thorough. Telegraphy 
is an excellent exercise. Practice concentrating your 
energies upon one subject until completely finished 
and avoid scattering in work or aimless conversation. 



Chapter VIII. 

HEAD SHAPES 

For convenience in observing and interpreting certain 
proportions of the cranium, I have divided the faculties 
into general classes in a similar manner to the methods 
employed in dividing the forehead. 

In the first story of the forehead, the elements of 
individuality, form, size, color, weight, order, and 
number represent the penetrating or perceptive facul- 
ties. 

In the second story of the forehead the elements of 
eventuality, locality, language, tune, and time represent 
the retentive faculties. 

Comparison, causality, and wit are in the third story 
and show the reflective and reasoning powers. 

It is no longer necessary to feel the head of anyone 
for the purpose of studying the localization of the 
different brain areas. 

By classifying the elements according to head shapes 
the student can easily learn by observation and com- 
parison to determine the predominating faculties. 

The shape of the skull shows the proportionate 
development of all the elements, and we therefore 
[*77] 



178 ANALYZING CHARACTER 

classify heads according to shapes. Thus : high-head, 
low head, wide head, narrow head, long head, and 
short head. 

Persons speak of certain people as being high- 
minded and this shows the one with the high head. 
This head is high over the temples and over the ears. 
When a person has a head high in this region it shows 
the predominance of the organs of human nature, 
ideality, sublimity, hope, reverence, spirituality, con- 
scientiousness, self-esteem, and approbativeness. They 
are naturally honest, just, proud, religious, ambi- 
tious, kind-hearted, aspiring, optimistic, self-controlled, 
and beauty-loving. 

High headed people should seek occupations that 
demand spiritual, ethical and moral aspirations, such 
as teaching, medicine^law, and theology. They are 
the leaders and the foremost in the ranks of all causes. 
If the head is high over the ears and low over the 
temples the individual will have an ambition for power 
and authority, but will lack ethical or spiritual ideals 
and benevolences. 

The head that is high above the temples and low over 
the ears indicates the person who is kind, spiritual, 
and religious, but lacking in will-power, self-control, 
ambition, and pride. 

A low head shows the reverse of these characteris- 
tics, the individual being materialistic and practical- 
minded. When the head is low, and full at the base 




Fig. 17. 
EXAMPLES OF HIGH, NARROW HEADS. 



SIR WILFRED LAURIER 
Canadian Statesman. 



REV. PERCY HALL, 
Missionary, South Sea Islands. 
EUGENE V. DEBS, 
Socialist Presidential Candidate. 



HEAD SHAPES 179 

of the brain about the eyebrows, ears, and cerebellum 
the elements in predominance are perception, practi- 
cality, alimentiveness, sociability, and parental love. 
They are more selfish than altruistic, are not interested 
in high ideals, but are inclined to think more often of 
themselves and their own material desires. 

Long headed people have heads full in the back, 
prominent in the rear, or long from the ear backwards. 

The predominance in these regions shows the large 
elements of sociability, amativeness, parental love, 
inhabitiveness, and continuity. The long headed man 
on account of his domestic faculties and friendliness 
likes to be with people. 

I have never seen a successful politician who did not 
have a head full and large from the ears backwards. 

Salesmanship, social service, journalism, law, medi- 
cine, and the ministry offer splendid possibilities to 
these men. 

Due to this large continuity the long headed man 
can concentrate, and he therefore plans for the future. 
We often speak of the far-sighted man as being "long- 
headed." 

Short-headed persons are unfriendly and short- 
sighted. They do not plan for the future or look 
ahead and are therefore selfish and grasping. Occu- 
pations for the short-headed men are art work, 
accounting, agriculture, athletics, and engineering. 

Wide headed animals as the tigers, lions, hawks, 



180 ANALYZING CHARACTER 

wolves, and bull dogs, are naturally destructive, ag- 
gressive, cruel, combative, and secretive. 

An examination of the heads of men who are wide 
headed will show that these men are aggressive, 
acquisitive, combative, energetic in overcoming 
obstacles whether they be of a mental or physical 
nature. They are born fighters. They possess driving 
energy, strenuous activity, and aggressiveness. They 
are to be found among generals, explorers, fighters, 
bridge builders, railroad men, financiers, executives, 
engineers, and so forth. 

Narrow headed individuals are similar in their 
characteristics to narrow headed animals like the sheep, 
rabbit, and chicken. They are meek and mild- 
mannered, lacking energy, aggressiveness, and the 
hoarding instinct. They usually obtain their desires 
by using tact, persuasion, and diplomacy instead of 
using the harsh, aggressive tactics of the wide head. 

If they have the other necessary qualifications they 
are successful as doctors, teachers, artists, ministers, 
secretaries, writers, draughtsmen, designers, and clerks. 
They are better off working for others than for them- 
selves. They lack the necessary financial acumen and 
executive force. 

Now remember that character analysis is a judicial 
process. It is possible to tell a good deal about a 
person from the shape of his head, but this message 
will not be complete. Wide headed men are active, 




Fig. 18. 

CRIMINALS AND DEGENERATES. 

Note Coarse Texture and Very Low Heads. 



HEAD SHAPES 181 

energetic, and aggressive, but if this man is troubled 
with rheumatism or heart trouble he will not have 
much action or energy. Learn to use all of the 
variables in judging character. Study all of the indi- 
cations and pass judgment only upon the completion of 
the examination. 

The individual with a high head is ambitious. How 
will he pursue his ambitions ? 

If he is a brunette he will be introspective, quiet, 
steady, and a specialist. 

If he is a blonde, he will be enthusiastic, hopeful, 
animative, and variety-loving. 

The convex person will be quick, keen, alert, prac- 
tical, and impulsive in the attainment of his desires. 

The concave person will be slow, theoretical, plod- 
ding, and enduring. 

The mental individual is desirous of intellectual 
superiority; the motive of constructive, physical, or 
athletic achievements, and the vital aspires to financial, 
commercial, and executive honors. 

The fine textured person has ambition for luxuries, 
and beautiful and refined surroundings. If the person 
has large religious elements his ambitions will be along 
spiritual lines. If the first story of his forehead is 
well developed his ambition will lead him to take an 
interest in scientific studies. A large development of 
the second story of the forehead shows the person 
whose ambitions lead him to literary and historical 



182 ANALYZING CHARACTER 

pursuits. A large third story shows that he is desirous 
of philosophic honors. 

There are many other outside factors to be con- 
sidered, such as climate, training, environment, 
associates. There are many other points that we can 
also observe in the individual. How is his physical 
condition or health, and how does he express himself 
in his voice, manner, gestures, appearance, personality, 
handshake, writing, and so forth? 



Chapter IX. 

HEALTH AND EXPRESSION 

So far the student has been taught to consider healthy 
people. I made a statement in one of the previous 
chapters that "Size of the brain, other things being 
equal, determines the measure of power." In con- 
sidering size of the brain we must also take into con- 
sideration such things as age, temperament, education, 
and texture, besides the health of the individual. Eye- 
strain, indigestion, or any other poor condition of the 
body, may modify all indications and the character 
analyst must be prepared to detect all these from their 
outward signs. Even neatness and cleanliness show 
their traits, and in this chapter the student will be 
taught to note the mental and physical habits and their 
effects upon the health and character of the indivi- 
dual. 

A large and healthy body is very important to the 
support of the brain. Occasionally, we find a large 
brain with a weak body ; it is like a large engine with 
a small boiler. This is one of the reasons why mental 
prodigies die so young. All of the blood and vitality 
is consumed in nourishing their large brain and they 

[183] 



184 ANALYZING CHARACTER 

succumb in a short time. On the other hand, we 
sometimes find a man of very fine quality of organiza- 
tion with a medium brain and he manifests more talent 
or character with that active brain than many another 
man with a dull nature though he may have a larger 
brain. The sluggish brain is rapidly overtaken by the 
man with the facile intellect. 

It is not the purpose of this work to give a profes- 
sional treatise on the subject of physiology, yet it is 
quite essential that the character analyst should learn 
to recognize the signs of health and disease and to 
advise regarding their treatment. 

All of the signs can readily be noted in the face and 
in this respect the countenance is a veritable mirror. 
The brain, stomach, kidneys, lungs, and heart all have 
their facial polarities. If the lungs are strong and the 
digestion weak, the physiognomy will indicate it and 
vice versa, and any disease of the system will always 
be detected in the face by the practised observer. 

Nervous disorders are shown by excessive mental 
development, combined with twitching, staring, exceed- 
ingly bright, or on the other hand very dull eyes ; also 
in the trembling hands and fingers and nails. These 
people should avoid mental strain, intellectual work, 
and worry. Rest, relaxation, or light physical work of 
an outdoor nature are the obvious remedies. 

The organs of generation or sexuality are shown 
principally by the neck, and when it is strong, well 



HEALTH AND EXPRESSION 185 

developed and graceful in outline, it shows a corres- 
ponding condition of the sexual organs. When the 
upper lip shows length from the nose downward, and 
is strong and full; when the beard and moustache is 
full and well developed, the reproductive power may 
be said to be strong. However, the presence of a 
beard or hair on the face of a female is a very poor 
indication and shows a weak generative function. A 
scrawny neck, weak, straggling beard, and a small 
upper lip are signs that the function of generation is 
poorly developed. 

Elimination or depuration of waste matter in the 
system is one of the most important hygienic functions, 
and is effected principally through the skin, though 
the bowels, lungs, and kidneys also perform a great 
part of this work. It is estimated that the skin has 
over seven million sweat glands, and the skin is there- 
fore the principal source of purification and is known 
to throw out more impurities than any other organ of 
the body. By noting its color, we determine whether 
the blood is in good condition. If the whites of the 
eyes are clear, the skin ruddy and clean, and the finger 
nails showing the pink underneath, we may assume 
that the elimination is good, and that these people are 
naturally healthy and optimistic; for elimination of 
waste matter is one of the prime requisites of good 
health. 

Many people suffer from lack of depuration and 



186 ANALYZING CHARACTER 

this condition is indicated by a muddy, sallow com- 
plexion, pimples, blackheads, liver spots, and other 
discolorations. This condition can easily be remedied 
by proper daily bathing, sun and air baths, and rubbing, 
friction, and Turkish baths. Electrical massage will 
also be found of great benefit. Outdoor exercise is 
exceedingly beneficial, and one of the finest cures for 
a patient of this nature is to walk about in bare feet 
and thereby come in contact with Mother Earth. This 
allows the restrained magnetism and perspiration 
generated in the body to escape. Country boys who 
walk about with bare feet are noted for the clearness 
of their skin, and it is also a fact that they never suffer 
sunstroke, for the magnetism generated by the sun is 
immediately released through the bare soles of the feet 
into the earth, on the same principle that a lightning 
rod works. 

A glass of hot water should be taken upon rising in 
the morning by all suffering from eliminative disorders. 
This will stimulate the action of the excretory func- 
tions, and the individual should drink at least six 
glasses of water daily. Fruits and other laxative foods 
should form a large part of the diet. In many cases 
abdominal and bending exercises are highly efficacious. 
The digestive function or the faculty of alimentiveness 
has its physiognomical pole in the mouth and in the 
middle of the cheeks opposite the molar teeth. If the 
mouth is large and wholesome in appearance, the teeth 



HEALTH AND EXPRESSION 187 

good, the tongue free from bilious coating, the secre- 
tions copious, and the saliva flowing freely, then the 
digestion is surely good. Another sign of great value 
is the width or fulness of the cheeks on a line with the 
mouth. When this region of the face is full and 
round, it indicates a naturally good nutrition, assimila- 
tion, and digestion. This individual has vitality and 
recuperative power and can do a tremendous amount of 
mental and physical labor. 

When the cheeks are hollow or sunken at this point 
and accompanied by dryness of the mouth, we observe 
the constitutional dyspeptic. It often accompanies the 
mental temperament and the digestive pole is frequent- 
ly deficient on the faces of students and literary men. 
This condition is caused by their confining sedentary 
occupation, lack of exercise and overtaxation of the 
brain at the expense of the other vital organs. These 
people are ofttimes grouchy, irritable, impatient, cyni- 
cal, and discontented. Only strict adherence to the 
laws of diet and exercise can remedy this fault. 

Circulation is indicated by a strong heart and has its 
facial pole in the chin. Pugilists consider an opponent's 
chin as a vulnerable point, for a blow properly ad- 
ministered upon this member will temporarily paralyze 
the muscles of the heart. A large broad chin indicates 
a strong heart and circulatory system, animal power, 
endurance, and virility. A weak chin is a sign of 
slow circulation and feeble passions. Animals which 



188 ANALYZING CHARACTER 

have weak circulation (fishes, reptiles, and so forth) 
have small chins, while warm-blooded animals have 
correspondingly large chins. When the circulation is 
poor, as indicated by a narrow, weak, and retreating 
chin, the person's extremities — hands, feet, fingers, 
nails, palms, lips, ears, and so forth, are always cold 
and pallid in color. Such persons are an easy prey to 
diseases and cannot withstand the cold. They are 
timid and afraid. Those having a strong and well 
developed chin react quickly against such emotions as 
fear and are notably enduring and courageous. Fire- 
men, soldiers, policemen, aviators, and others leading 
active, dangerous careers, are determined, persistent, 
persevering, and all exhibit the strong, well-rounded 
chin. 

Alternate hot and cold baths with active exercise 
will cultivate good circulation. Persons who are weak 
in this respect should avoid spices, intoxicants, and 
smoking. They need to observe every possible means 
of exercising action of the heart. Cheerful entertain- 
ments, lively companionship, and optimistic literature, 
will help to a great extent. 

The function of observation is performed by the 
eyes and its strength is noted by their size, brightness, 
and width or fullness. If the eyes are large, well 
formed, and lustrous, and the face wide in this region, 
it indicates that observation is a strong function. 

Respiration is evidenced by the capacity of the lungs 



HEALTH AND EXPRESSION 189 

and its facial pole is shown by the nose. When the 
nostrils are wide and the nose long and high bridged, 
we may assume that the person consumes a great 
quantity of oxygen. The individual is active, ener- 
getic, aggressive, and combative. Narrow, pinched 
nostrils and a small development of the nose is good 
evidence of a predisposition to consumption, pneu- 
monia, bronchitis, and catarrh, and it also indicates 
deficient energy and lazy or shallow breathing. 

Respiration is a function easily strengthened and 
easily abused. Open air work, open air sleeping, deep 
breathing (with the use of the abdominal muscles), will 
develop a person's chest and strengthen this important 
constitutional member. Other good aids are singing, 
speaking, dancing, running, tennis, and any healthy 
outdoor exercise. 

We cannot lay too much stress upon the import- 
ance of deep and systematic breathing, not only for its 
physical benfits, but for its psychical assets, in the 
increase in optimism, force, executiveness, ambition, 
cheerfulness, and general mental efficiency. The fol- 
lowing breathing exercise is probably superior to any 
other: When you rise in the morning and before you 
are completely clothed, go to the open window where 
you can feel the fresh air. Expel all the air from 
your lungs until your chest sinks and your shoulders 
curve to the front. Then inhale the fresh air through 
the nostrils until the lungs are almost full, then take 



190 ANALYZING CHARACTER 

an additional gulp of air through the mouth, and hold 
the breath for a moment or two; then slowly exhale 
through the mouth every bit of air in the lungs. 
Wait ten seconds and repeat. Do this three or four 
mornings each week and note the result. 

Herbert N. Casson the journalist gives a splendid 
analogy between the value of deep breathing and the 
breathing of iron into steel. He says, "Thirty-nine 
years ago, when the Bessemer converter was invented, 
the age of steel began. Perhaps no other invention 
has done so much to influence our civilization as this 
Bessemer converter. 

"It is a great iron, brick-lined vessel in which cast 
iron is made into steel. From 10 to 15 tons of molten 
cast iron are poured into it, and then from 200 little 
holes in the bottom of the vessel a strong current of 
air is forced up into the mass of liquid metal. As the 
air rushes into the converter, it makes the iron almost 
twice as hot as it was before. All the waste matter is 
burned up. The silicon, sulphur, carbon, and so forth, 
are destroyed by the fierce heat and nothing but steel 
remains. The great mass of molten metal hisses and 
roars like a living thing in pain the moment that the air 
is pumped into it. Showers of sparks fly from its 
mouth. A column of white fire breaks from it, as if 
it were a volcano in eruption. Such is a Bessemer 
converter — the fiercest and most strenuous of all the 
inventions of man. It is simply a blast furnace that 



HEALTH AND EXPRESSION 191 

breathes. One long, deep breath and the iron is iron 
no longer. It is the finest and best of steel." 

You can never forget how steel is made if you re- 
member this, that you are in a certain sense a Bessemer 
converter yourself. Whenever you take a deep breath, 
you are burning up the waste matter in your body. 

The air that you take into your lungs is changing 
bad blood, it burns up the poisonous matter just as the 
air forced into the converter burns up the silicon, 
sulphur, and carbon. There is more difference between 
your blood before and after it has been through the 
lungs than there is between cast iron and the steel. 

A Bessemer converter must have plenty of air, and 
pure air. If the air from some sweatshop or base- 
ment bakery were pumped into the converter, the 
result would be a very poor quality of steel. 

The tens of thousands who die from consumption 
and pneumonia might save their lives if they would 
remember that their lungs are made on the same plan 
as a Bessemer converter. Nothing but plenty of pure 
air can make either healthy human beings or good steel. 

Whether we are like cast iron or like steel depends 
the body in the lung furnace. You can easily test this 
upon whether or not we burn up the waste matter of 
by taking fifteen or twenty long breaths of fresh air. 
At once you will feel warmer and your head will be 
almost giddy with the swift circulation of new blood. 



192 ANALYZING CHARACTER 

Physiognomy Analyzed 

Evolution and comparative anatomy scientifically 
demonstrate the cause and effect of all physiognomical 
signs in all animals. Combined with anthropology, it 
does the same for human beings. Every characteristic 
and trait possessed by a human being is the result of 
his heredity and environment working in co-ordination 
with the laws of evolution. 

Giraffes have long necks for the reason that the 
long-necked giraffe could easily reach his natural food 
which was located in the trees and thereby survived, 
while the shorter necked animals died off. Flying fish 
have wings in order to help them escape from their 
enemies. 

Each and every one of our faculties and functions 
is cultivated and nourished by exercise and if any of 
these organs are neglected they become atrophied by 
age and finally disappear entirely. As proof of this 
we may cite a few instances. Our arms are shorter 
than those of our ancestors, the cave-men and anthro- 
poid apes, and we are also minus a tail, yet a physician 
or surgeon will prove to us that the remains of this 
appendage are still visible at the lower extremity of the 
spinal column. Yet apes or monkeys cannot reason, 
criticise, or sing, though they have developed parts of 
their brain such as sociability, love of children, com- 
bativeness, and so forth. 





■M 



Fig. 19. 

CHAMP CLARK. 

A good example of the all around man with a slight 

predominance of the mental element. 



HEALTH AND EXPRESSION 193 

Every action and every thought leaves its impres- 
sion upon the brain and physical structure, and as the 
face is the mirror of the mind, all the passions, feel- 
ings, and ideas are reflected by the features. Each 
time that we indulge in the luxuries of grief, anger, 
passion, or any other tempest, we trace a line and the 
furrow becomes greater as we accentuate the effects, 
and so, in time, our features assume the impression and 
retain it, betraying to all who' observe our besetting 
habits and tastes. 

Notwithstanding the injunction of the proverb, we 
DO "judge by appearance." The character of all 
things whether it be man, animal, vegetable, or mineral 
is judged by its appearance, color, size, texture, tem- 
perament, proportion, and physiognomy. We judge 
scenery by the features, weather by the color of the 
sky, wood by its texture, animals by their appearance, 
and fruits or flowers by their color. Man is also judged 
in accordance with these natural laws. People say 
that "appearances are often deceitful," but Nature 
never deceives us. It is our powers of observation 
that are deceptive. Faces never lie and truth triumphs 
over every deceit and disguise. 

The author once asked a well-known cattle man in 
Wyoming if he could tell the vicious horse. "Cer- 
tainly I can — at a glance, sir," he answered confidently. 
He then asked him if he could tell a vicious man at a 
glance, but after scratching his head for a moment, he 



194 ANALYZING CHARACTER 

admitted rather sadly that he didn't think he could. 
This man is a typical example of the members of the 
human race; the men who know all about the war, 
politics, sports, and nothing at all about their business 
associates, partners, wives, children, or employees ; the 
women who are conversant with the fashions of the 
day, but who cannot analyze their husbands' mentality, 
their merchants' honesty, or the occupations their chil- 
dren ought to follow. 

Hypocrites, confidence men, and fakirs are skillful in 
deceiving the ordinary individual, but the character 
analyst, the master of human science, penetrates their 
thin disguises and easily "weighs the man." He who 
reads character by observation of color, form, quality, 
condition, and proportion of the head, body, and 
features, can never be deceived. No surgeon can 
increase the size of the chin, develop the mouth, or 
make a lean man appear fat. No cosmetic can change 
the color of the eyes or the quality of the skin and 
hair. No one can change the size or shape of his 
nose. No maniac can wear the expression of a sane 
man, and no sick man can look well. 

The Nose 

Napoleon Bonaparte chose large-nosed men for his 
generals, and as we look about us we note that large 
noses indicate wide air passages to the lungs. A large 



HEALTH AND EXPRESSION 195 

nose, hooked or ridged near the root, high in the bridge, 
with deep capacious nostrils, will indicate the indivi- 
dual with active lungs and inherently powerful respira- 
tion. This produces the energetic individual and often 
accompanies the motive temperament. This type of 
nose indicates aggressiveness, force, strength, courage, 
power, and persistence, and can be seen on the photo- 
graphs of generals, pugilists, warriors, explorers, en- 
gineers, and orators. It is ofttimes called the Roman 
nose and it indicates a martial spirit, decision, love of 
argument, and resistance. This Roman or motive nose 
can be seen in the portraits of Caesar, Napoleon, Sher- 
man, Dewey, Lee, Lincoln, Grant, Wellington, and the 
American Indian. It is the nose of the conqueror and 
represents the characteristics of the motive tempera- 
ment. By examining the other indications of charac- 
ter we note the direction which this force takes; 
whether it be mental, physical, or vital. (See Von 
Hindenberg's nose.) 

Broad noses indicate the vital temperament, great 
strength of constitution, hearty animal passions, along 
with selfishness; for broad noses, broad shoulders, 
broad heads, and large animal organs go together. 
Persons with this trait have large lungs and vital 
organs. They love ease and pleasure, have good 
executive and financial ability, practicality and com- 
mercial instinct, and other characteristics of the vital 
temperament. In the savage races inhabiting the 



196 ANALYZING CHARACTER 

tropical countries, the noses are all broad and short, as 
there is less oxygen in warm air and they are there- 
fore compelled to breathe in larger quantities of air 
in order to extract the same amount of oxygen from 
it. Races inhabiting the colder portions of the earth 
have longer noses in order that the air may be warmed 
in its passage through the nasal tubes before entering 
the lungs. 

Long, sharp, pointed noses indicate mentality, and 
most frequently accompany the mental temperament. 
It is often called the Grecian or artistic nose and signi- 
fies a quick, clear, nervous, and penetrating mind. It 
is a symmetrical, finely formed, straight nose, and 
represents a harmonious character, love of art, culture, 
refinement, and intelligence, as seen in Milton, Byron, 
Goethe, Stevenson, and Shelley. 

Acquisitiveness is shown by the commercial or Jew- 
ish nose, which needs but little illustration, and may be 
seen in the Rothschilds, Astors, Vanderbilts, Morgan, 
Schiff, and Strauss. The author while traveling in the 
East noticed it largely developed in Egyptian, Jewish, 
Arabian, and Syrian traders. The ridge or hook is not 
quite so high as in the Roman noses but much wider. 
It signifies shrewdness, worldly wisdom, and energy in 
saving and amassing property. The celestial nose is 
the interrogating nose and shows inquisitiveness. In 
shape it is concave, forming an inward curve from the 
root to the tip, not quite so short and turned up as the 



HEALTH AND EXPRESSION 197 

snub nose, and just the opposite of the Jewish nose. 
It is found in children, and who asks more questions 
than a child? It also denotes high, lofty aspirations, 
wit and cleverness, but weak energy, a desire to lean 
upon others, and slowness in action. 

The confirmed snub or baby nose will be found 
among the lowest strata of society, such as the Afri- 
cans, Aboriginals, South Sea Islanders, and most of 
the inhabitants of the Orient who are ignorant, worth- 
less, low, and indolent. It shows a lack of firmness, 
self-esteem, energy, and combativeness. Great men 
and good women, executives, and leaders with true 
snub noses are the exception rather than the rule. 
Socrates had a snub nose, but he had a remarkable 
brain power to counteract its influence. As a general 
rule, wide noses go with wide chests and denote latent 
energy. Long noses, high in the bridge show active 
energy. 

The Eye 

What intelligent person will doubt that the eye 
manifests the condition of both the mind and body? 
Does it not kindle with anger, sparkle with laughter, 
and melt with sorrow? Is it not dull in ignorance, 
bright in youthfulness, soft and tender in love, 
inflamed in anger, and lusterless in disease? 

Dark eyes usually accompany the brunette tempera- 
ment and indicate strong passions and great intensity 



198 ANALYZING CHARACTER 

of mind. They denote affection, strength and tough- 
ness of constitution. Dark eyed persons manifest a 
keen and acute intellect. Light eyes, the blue and 
grey, usually accompany the blond temperament and 
show intelligence, animation, positiveness, and agree- 
ableness. Those with light eyes are more active, more 
susceptible, possess splendid refinement, but are not 
over-sensitive. 

We have already spoken of the eye as the sign of 
language, for its prominence shows good linguistic 
ability, fluency of speech, and the conversationalist. 
Large eyes see more than small eyes, and are found in 
persons of great penetration, while eyes that are far 
apart see further than those that are close together. 
Large eyes also indicate great activity, vivaciousness, 
and liveliness. This trait is also evidenced in animals 
and insects to wit : rabbits, squirrels, cats, mice, sheep, 
and goats have very large eyes and are very spry and 
active, while the elephant, pig, and rhinoceros have 
small eyes and are slow and inactive. Sharp, quick- 
motioned eyes show a corresponding character, while 
large, deep, and slow eyes show the thoughtful and 
uniform temperament. 

If they are too large the impressions received will 
be vague and uncertain, leading sometimes to mysti- 
cism and day dreams. Eyes that are small generally 
attend to details and make a quick survey of even the 
smallest and minutest arrangement of things. 



HEALTH AND EXPRESSION 199 

Very large eyes, wide open and conspicuous, indi- 
cate credulity, innocence, awe, or fear. Reserve, 
secretiveness, cunning, deceit, selfishness, greed, and 
sensuality all tend partly to close the eye. It seems 
that these people understand their own natures and try 
to hide these characteristics from those who wish to 
see into the "windows of the soul." Long eyes show 
greater penetration, more thought and mental acumen 
than round eyes, which are found in children who talk 
more than they think. The reason for this is obvious. 
As soon as a person begins to think, the eyes are 
partially closed. We do not think with our eyes wide 
open, but by training our eyes upon our mind, so to 
speak. 

The facial pole of the organ of conjugality or con- 
stancy is also located in the eye and is shown by large 
vertical measurement between the lids, which denotes 
connubial love and fidelity. When the individual's love 
is polygamous or the affections vacillating, the com- 
missure or opening between the lids is narrow or 
almond shaped as can be observed in the eyes of 
Brigham Young, the Mormon polygamist, and Em- 
peror Franz Joseph of Austria. 

One of the most trustworthy signs of honesty is the 
eyes. A man who partly closes and shifts his eyes 
from side to side and who seldom focuses them directly 
upon your own, everywhere arouses distrust. There 
are some men, of course, who are conscious of this 



200 ANALYZING CHARACTER 

weakness, and who make heroic attempts to over- 
come it; in this case, however, the glance instead of 
being friendly, direct, and frank, becomes usually a 
brazen stare. The expert analyst can immediately 
detect the true from the false. Do not be in a hurry 
to pronounce a man as dishonest because he has this 
kind of an eye. Look for other indications such as a 
roof shaped head, stealthy, secretive walk, lack of can- 
dor, secretively closed hands, suspicious manner, and 
so forth. There are many on the other hand who 
cannot look one in the eye, not because they are dis- 
honest or deceitful, but because they are diffident. 
However, this quality shows itself, not in rapid shifting 
of the eyes, but in a tendency to drop the eyelids. Men 
and women of this temperament behave like bashful 
children, a quality that is by no means a sign of a weak 
or dishonest nature. In certain circumstances, such a 
person is decidedly useful and refreshing. When lines 
run from the side of the eye they denote mirthfulness, 
cheerfulness, and humor, for laughter pushes the 
cheeks, the outer corner of the lips, and corners of the 
eyes upward. 

Weak eyebrows, are found on persons with phleg- 
matic temperament and denote debility and weakness, 
while strong, angular, thick, and waving eyebrows in- 
dicate firmness, activity, and energy. 

Eyebrows that are high or remote from the eyes 
show the thoughtless, volatile character and are never 









S* 






^ I 




^f 




HEALTH AND EXPRESSION 201 

the confines of the brows of thinkers or men of forti- 
tude. Webster, Darwin, Schiller, Bryant, and Scott 
had eyebrows that closely overshadowed the eye, proof 
of profound wisdom, and the closer the eyebrows are 
to the eyes the more earnest, thoughtful, and firm will 
the character be found. Eyebrows meeting in the 
center are frequently found on honest, amiable, and 
worthy people, but it often evidences a wry spirit and 
a troubled, suspicious mind. As in other parts of the 
human system, texture is easily noted in the eyebrows, 
and when rough and coarse they indicate a gross, 
coarse, irregular character and usually accompany 
coarse and hard quality. Delicate eyebrows show the 
sensitive mind and often are found in the mental tem- 
perament. Arched eyebrows show artistic taste, 
refinement, and delicacy, and are feminine in charac- 
ter. Straight eyebrows show the character that is 
businesslike, stern, and masculine. 

The Ear 

Ears can also be judged by their color, form, tex- 
ture, structure, and so forth. 

Thus, mental ears are wide at the top and come to 
a point at the bottom. They denote intelligence, love 
of books, studies, and philosophies. 

The motive ear is broad across the central part with 
a tendency toward squareness. Persons with these 



202 ANALYZING CHARACTER 

ears show a capacity for active, outdoor, executive 
work. 

Vital people have the base of the ear greatly- 
developed and this shows that the nutritive, health- 
giving, vital organs predominate. 

J. A. Fowler, in an able and brief summary of the 
ear, says, "Had we no other guide to indicate a refined 
or coarse type of character besides an illustration of 
the ear, we should be able to indicate very closely the 
amount of refinement, or the lack of it, expressed in 
the individual. A refined ear has symmetrical curves 
and few angles, as though it were divinely made, 
instead of chilled by the interception of man's passions 
or ambitions. 

"Nature has expressly stamped a coarse ear upon 
individuals who lack refinement and culture. The skin 
is coarse, the curves are irregular, the angles are prom- 
inent, and vulgarity is seen in every part of this 
delicate feature." 

In a word, then, long ears indicate tenacity ; large 
ears, a plodder; small ears, delicacy; large orifices, 
receptacles for much sound ; small orifices are adapted 
to sensitive and delicate sounds. Ears standing out 
from the head indicate executiveness and expression 
of character; ears lying close to the head indicate 
reticence of character. Ears large at the top indicate 
aspiration, comprehensiveness, and liberality; ears 
large at the bottom indicate long life. 



HEALTH AND EXPRESSION 203 

People with long ears are content to hear about 
things in general, make a wholesale survey of a sub- 
ject, and deal in a general business ; persons with small 
ears desire to know the details of an affair, to see and 
examine things closely, to do nice work, to be artistic 
and finish things carefully. Large ears monopolize 
over small eyes in gaining information. Such persons 
tell what they have heard. People with large eyes 
and small ears tell what they have seen, and they learn 
mostly by seeing. Elephants, and all large eared ani- 
mals, are guided by what their ears tell them, while 
animals with small ears are guided by their instinct or 
sense of sound. 

The Mouth, Lips, and Chin 

We now come to the mouth — one of the most 
accurate and positive indexes of character study. 
Unconsciously the student of human nature judges 
character more by the mouth than any other feature 
of the face. What the mouth is, so is the man. Lips 
that are firm, indicate a firm, resolute character ; while 
weak lips bespeak a weak and vacillating character. 
In a mouth where lips are scarcely visible and look 
like a straight line, we find coldness, self-control, order, 
precision, and industry. If the ends of the mouth are 
drawn, we discover pretension, affectation, and often 
malice and cruelty. Drooping of the mouth shows the 
"sour," irritable, fault-finding, cynical person. Raised 



204 ANALYZING CHARACTER 

angles show kindness, mirthfulness, patience, tolerance, 
and love. Lips that are fleshy are accompanied by a 
sensual or indolent character. Lips that are naturally 
well proportioned and delineated, and close without 
restraint indicate discretion, firmness, reserve, and 
decision of character. A mouth where the lips part 
slightly betokens candidness and frankness in charac- 
ter. 

The well-known physiognomist, Lavater, once 
wrote: "The wisest and best men have well propor- 
tioned upper and under lips, evenly developed and full. 
Every eloquent man has lips at least moderately full. 
Large mouths indicate more character/' says he, 
"than small ones, but very large always denote a 
gross, sensual and sometimes a stupid and wicked 
person. A calm, uncontracted, unconstrained mouth, 
with well proportioned lips, with a mild, tender, easily 
movable, fine-lined, not too sharply pointed forehead, 
should be revered as sacred. A mild overhanging 
upper lip generally signifies goodness; well defined, 
large and proportionate lips, the middle line of which 
is equally serpentine on both sides and easy to be 
drawn, are never seen in a bad or common counten- 
ance." 

Lips are also the facial emblems of taste and 
appetite. Thick lips have a greater capacity for taste 
than narrow lips and when very large they indicate 



HEALTH AND EXPRESSION 205 

the glutton. The African negro has coarse, thick lips 
and is well known for his gustativeness. 

The facial sign for amativeness is also located in the 
middle portion of the lips and when this is full and well 
developed it indicates an amative and loving disposition 
and a desire to partake of affection. But when the 
lips are excessively large, it denotes a perversion of 
this faculty and is the sign of sensuality and licentious- 
ness, while a deficiency in this region signifies an 
unaffectionate and cold disposition. A short upper 
lip shows the person who is vain, loves approbation, 
and can therefore be flattered. It is frequently found 
in actors and actresses. Never flatter a man with a 
long upper lip. If in addition to being long, the upper 
lip is also full, between the nose and the red part of 
the lip the indication is one not only of the person 
who objects to praise, but it also shows force, deter- 
mination, resistance, and obstinacy. The faculty of 
destructiveness is indicated by the width of the face 
in the region of the molars and another good sign of 
this organ is the prominence of the cheek bones. This 
corresponds to the size of the skull over the ears where 
the cranial faculty of executiveness is located. Indians 
and Maori savages have large cheek bones, and corre- 
spondingly large destructiveness. 

Regarding the expression of the mouth, Delsarte 
gives these indications. "Abandon or suspense — lips 
slightly parted. Firmness — lips closely shut. Aston- 



206 ANALYZING CHARACTER 

ishment — lips completely apart. Grief — lips slightly 
apart, corners of mouth depressed. Discontent — lips 
closely shut, corners of mouth depressed. Horror — 
lips completely apart, corners of mouth depressed. 
Joy — lips slightly apart, corners of the mouth raised. 
Approval — lips closely shut, corners of mouth raised. 
Hilarity, laughter — lips completely apart, corners 
raised." 

We have already discussed the chin and its physiog- 
nomical value in a previous lesson ; strong chin, strong 
heart action, and so forth. A strong chin also denotes 
strong affections and where the chin is weak the mani- 
festations of love will also be weak. 

Indented chins are usually found in a man, and show 
strong parental love and a desire to be loved. In 
women it is usually the sign of the coquette. 

A double chin denotes love of food, economy, thrift, 
inactivity, and is usually found in bankers, financiers, 
and purveyors of food. Benjamin Franklin had this 
trait well marked and his maxims and writings illus- 
trate his ideas regarding economy and frugality. 

The Hair and Wrinkles 

The hair of a person contributes its aid in helping 
us to diagnose character. Abundance of hair signifies 
good animal strength, virility, and functional power; a 
thin growth, weak constitutional strength. We have 



HEALTH AND EXPRESSION 207 

already discussed the hair in relation to its color and 
quality. Coarse hair is found only on persons with a 
coarse, rough, make-up body, and characterizes a 
corresponding, rough, unpolished, uncouth, and unre- 
fined mind ; it also indicates physical power and endur- 
ance. Indians, cowboys, savages, and barbarians 
possess strong, coarse hair, and people of this type are 
best contented with rough, hard work employing their 
physical capabilities. They are unfit by nature for 
mental, close, or sedentary occupations. Animals that 
have the coarsest hair are always the most powerful 
and the fiercest ; witness the lion, bear, and tiger. Fine 
hair indicates culture, sensitiveness, and is usually 
found in writers, poets, teachers, and others of the 
mental temperament. Fine-haired animals are usually 
gentle, tame, and most intelligent, as the deer, horse, 
hare, dog, beaver, and so forth. They do not possess 
the great physical power of the coarse black-haired 
animals. 

Black, straight, stiff hair indicates great application 
and a strong, patient, character. Curly hair shows the 
curly disposition, vivacious, snappy, changeable, im- 
pulsive, and variety-loving. Long hair denotes eccen- 
tricity. Red hair is a sign of ardor, passion, and 
quickness of temper. Auburn hair denotes delicacy 
and refinement, and in cultured persons it indicates 
fine moral and intellectual susceptibilities. 

Wrinkles also aid us in the study of human nature, 



208 ANALYZING CHARACTER 

and habitual expressions stamp their imprint upon the 
features of every person. Where an individual has no 
wrinkles, it indicates poor mental energy and few ex- 
periences, as in new-born babes. 

Lines running upward in the middle of the space 
between the eyebrows are indicative of persons suf- 
fering from astigmatism, and are also supposed to be 
a sign of justice. Lines made by the muscles sur- 
rounding the eyes indicate a love of truth, and the 
wrinkles curving downward from the outward corner 
of the eye indicate mirthfulness and a love of fun and 
laughter. Deep angular wrinkles indicate mental 
worry and irritability, and lines running parallel across 
the upper part of the forehead indicate an active intel- 
lect and clearness of thought. 

Laughter and the Voice 

Laughter and talking also tell their tale to the 
student of human nature, as a little study of these 
manifestations will show. No one ever listened to a 
pleasing, gentle, sweet, and refined voice from a rough, 
uncultured looking fellow. Whoever heard an ignor- 
amus sing sweetly, a ruffian orate eloquently, or a 
brutal mind converse pleasingly? Famous actors, 
vocalists, and orators all have cultured voices and 
polished refined organizations. Contrast the voice of 



HEALTH AND EXPRESSION 209 

the miser with that of the benevolent philanthropist, 
the professional pugilist with the teacher, the brutal 
with the humane, the sensual with the virtuous, and 
the healthy with the sick. 

Affectation, bravado, dandiness, culture, suavity, 
clearness, harshness, and almost every trait of the 
human race is reflected in the tone of the voice, and 
the astute observer will not have any difficulty in 
noting these effects. The high pitched voice always 
emanates from highly-strung individuals and shows 
nervous tension and often coldness. Low voices de- 
note vitality, self-control, warmth, and feeling. The 
volume of the tone is also an important factor, almost 
as important as the quality. A weak or thin voice 
denotes deficient vital force, and a soft toned indivi- 
dual always shows controlled energy. The loud voiced 
person has unrefined energy. In laughter also we see 
the evidence of character analysis. 

Each temperament has its special voice, and if a 
person is in the next room and the walls are thin, his 
temperamental character is revealed by his voice. 

The vital temperament has a full, round, cheerful 
voice and accompanies a short, plump stature. 

The motive temperament has a strong, low, but loud 
voice, and the person is tall, angular, and muscular 
in stature. 

The mental temperament has a thin and high-keyed 
voice, which is generally nervous and vibratory and 



210 ANALYZING CHARACTER 

accompanies a person who has a medium stature, large 
brain, and small features. 

Generally speaking a loud laugh signifies power, a 
weak laugh weakness; a gentle laugh gentleness. A 
laugh that is hearty and shakes the sides indicates a 
generous, whole-souled, resolute character. A laugh 
suppressed or muffled signifies a person of self-control 
and sometimes indicates large secretiveness and the 
cunning character, while an outbursting spontaneous 
laugh denotes dandiness, sincerity of character, and 
lack of policy and self-control. A person with a short, 
giggling laugh, if forceful and loud, does everything 
in a forceful and speedy manner; but if the laugh is 
without force his energy is weak. A person who 
laughs loudly and then tapers off starts in all things 
with a spurt, but lacks continuity and soon slacks up, 
and vice versa. 

An Analysis of Graphology 

Hand-writing is an accurate chronicle of nerve 
vibration produced by muscular action. On account 
of the close connection between the brain and the hand, 
plus nerve movement, it has been established that it is 
possible to translate into words the true significance of 
strokes in combination. Like a fever chart, it regis- 
ters the entire man — temperament, disposition, and 
traits. 

There is no question regarding the practicality and 



HEALTH AND EXPRESSION 211 

importance of studying the handwriting of a person, 
for amongst other indications, a man's writing shows 
his expertness with a pen. While this is not always 
essential, yet, well trained fingers show at least latent 
ability to handle small tools of any kind, and where 
clerical work is the occupation sought for, handwriting 
becomes an important factor. Neatness, spelling, 
education, and so forth, are all reflected by the art of 
graphology, and the rapidity with which one writes 
will indicate to some degree one's quickness of thought. 
Even the signature of a person on a cheque uncon- 
sciously aids in our task. This detail should not 
escape the analyst's attention. Does he part his name 
in the middle? Does he write it out in full? Is it 
J. R. Wilson, James Randolph Wilson, James R. 
Wilson, or J. Randolph Wilson? Is it too much to 
say that the first method indicates carelessness, the 
second pomposity, the third simplicity, the last a cer- 
tain degree of vanity? 

Handwriting that is ascending and slopes upward 
shows the hopeful, optimistic, ambitious individual of 
the blonde type Clifford Howard in his able book 
called "Graphology," says: "In addition to the quali- 
ties of optimism and buoyancy of spirit, the writer of 
ascending lines usually possesses ambition and deter- 
mination to succeed. He never feels satisfied with 
what he has accomplished, for there is always more he 
wants to do and more he feels capable of accomplish- 



212 ANALYZING CHARACTER 

ing. He is constantly pushing ahead. He has ideals 
and aspirations. He always has something to which 
to look forward. He thinks more of the future than 
he does of the past. 

"When the upward slope is very marked it shows 
exaggerated ambition. Such a writer is more ambi- 
tious than practical. He is likely to be visionary and 
to have extravagant aspirations." 

The handwriting that descends or runs downward 
usually accompanies the brunette temperament and 
manifests the characteristics of the brunette. It 
denotes a lack of initiative, and cynicism. Such 
writers are apt to be pessimistic. It takes but very 
little to discourage them. It sometimes happens that 
the writing of those who usually write in straight lines 
will have a downward tendency. This is always a 
sign of depression, weariness, weakness, or ill health; 
a diminution of vitality. It is not an easy matter for 
one who is sick to write in a straight line. The writing 
will be either uneven or droop. 

Sharp or angular letters show the characteristics of 
the masculine convex person. Howard again says, 
"Angular writing always indicates activity. It is 
associated with nervous, quick, and energetic disposi- 
tions. It betokens a person of mental alertness and 
physical restlessness." 

Writers of an angular hand are natural workers. 
They are not happy unless their brains or hands are 



HEALTH AND EXPRESSION 213 

busy. Whatever they do is done with energy or 
enthusiasm. Their tastes turn to the practical affairs 
of life, and they have a natural aptitude for work 
requiring manual skill. 

They are apt to be emphatic, precise, positive, and 
aggressive. They are generally self-reliant and 
industrious. 

Round, oval letters are usually formed by the 
feminine concave type and show somewhat similar 
characteristics. These writers are fond of pleasure, 

J the beauties, the comforts, and the luxuries of the 
world. They are not naturally industrious or speedy. 
Their natures are more or less passive. They are 
usually patient, calm, good-natured, and kind-hearted, 
and their natural desire is to go through life as easily 
and comfortably as possible ; hence they are careful to 

' avoid all unnecessary burdens. 

Nearly all handwritings have the forward slope, 

« varying from the almost vertical to an exaggerated 
slant. Ninety per cent, of all who use a pen write a 
forward hand. It may readily be seen, therefore, 
that, taking this as a style by itself, it can have but 

Tittle individual significance, since it is employed so 
universally. 

1 At the same time, however, it has its signification, 
as distinguished from the vertical and the back hands. 
Broadly speaking, it indicates a personality in which 
the emotions, the feelings, the sympathies, constitute 



214 ANALYZING CHARACTER 

the natural governing element. It shows susceptibility 
to sentiment. The natural tendency of a writer of a 
forward hand is to be guided by his impulses. 

The more the writing slopes to the right the more 
predominating are the emotions and the impulses as 
controlling factors in the personality of the writer. 

The writers of the vertical hand are not so readily 
susceptible to the influences of their environment or 
their emotions as are those who write a forward hand. 
Their natures are not necessarily calmer or more even- 
ly balanced, but they endeavor to conduct themselves 
more deliberately. Judgment and reason and self- 
interest enter into their motives and into their actions. 
They are not apt to become very enthusiastic, nor are 
they inclined to be ardent in their attachments. What- 
ever they do is tempered with self-restraint and 
deliberation. 

Reason and self-interest are the governing motives 
of those who write back-hand. While sentimentality 
or susceptibility to sentiment is not lacking in these 
writers, it is rarely permitted to influence their actions 
or their decisions, if it is likely to interfere with their 
comfort or plans. 

Back-hand writers are natural reasoners and 
schemers. Their personal interests come first in the 
decision of all questions. Their sympathies are held 
in check. They do not often have very deep or lasting 



HEALTH AND EXPRESSION 215 

affections. They think more of themselves than they 
do of anybody else. 

People who carefully cross their t's and dot the i's 
are always accurate, patient, and careful. Closely 
scribbled pages show the parsimonious saving person, 
whereas generous spacing shows the benevolent and 
generous character. 

Careless, slipshod, blotted, and erased writing is 
indicative of a careless, untidy character. A person 
whose handwriting is changeable and in all directions 
is changeable and inconstant. 

The person who writes a neat, straight, even, care- 
ful, precise, and accurate letter will exhibit those 
characteristics. 

Frankness, candidness, and open-mindedness are 
shown by the person who leaves his a's and o's and d's 
open. If on the other hand they are all carefully 
closed it indicates more caution and secretiveness. 

The Handshake 

The man that greets us with a pumphandle shake 
of the hand, though it may show sincerity, firmness, 
and affection, still betrays his coarseness and ignor- 
ance. The weak man gives us a weak, flabby hand 
and repels us with its clammy coldness. When shaking 
hands with this person you often think of a hospital 
or a tomb and such people possess a cold nature. Con- 



216 ANALYZING CHARACTER 

trary to popular belief, cold hands do not signify a 
warm heart, for cold extremities show a poor circula- 
tion, a feeble pulse, and if anything a weak heart. 
The hand and heart clasp is a form that always wins 
our admiration and friendship. It is firm, elastic, 
steady, warm, open, and frank, and shows life, warmth, 
ardor, energy, and vigor. 

Just as the cold hand indicates a deficiency in 
emotion and ardor, so the hot hand indicates an excess. 

The individual whose hand is usually hot, either dry 
or moist, is passionate, emotional, hot-headed. The 
hard crushing handshake shows cruelty, driving 
energy, lack of consideration, and harshness, whereas 
a soft, limp handshake signifies the sensitive, luke- 
warm, impressionable, and tender-hearted. We can 
easily detect the snobbish, unresponsive, finger hand- 
shake, the artistic salute, the insincere, effusive, or 
clinging handshake, and as in other indications, a little 
observation of a man's manner of shaking hands shows 
his culture, refinement, suavity, politeness, friendship, 
love, esteem, and it is especially characteristic of his 
social disposition. 

These are of course but slight indications of charac- 
ter. By themselves they may mean little, but when 
combined with other indications, they prove themselves 
of great usefulness. There is probably no single human 
act which more completely discloses energy, weakness, 
frankness, or deceit than the handshake. Shaking 



HEALTH AND EXPRESSION 217 

hands is a splendid exercise for the purpose of judging 
fineness or coarseness of texture, hardness or softness 
of consistency, and warmth or coldness. 

The Walk 

The walk of a man is peculiarly expressive of his 
character, and every person manifests his individuality 
in his gait. How frequently we recognize people by 
their walk or the sound of their footsteps. An in- 
teresting occupation is to station yourself at some 
vantage point near a busy thoroughfare and observe 
closely the walk and carriage of people as they pass 
and you will notice how expressive of real character 
is the gait. A quick, firm tread indicates alertness 
and decision, a scurrying, rapid, and somewhat shuffling 
gait betrays the braggart — the man who is attempting 
to force himself ahead by virtue of a bold front. On 
the other hand, a slow, deliberate, and surefooted 
stride usually expresses the corresponding mental 
qualities. 

The style of a man's walk corresponds with the 
attitude of his mind. If self-esteem is well developed, 
he will walk in a stately and dignified manner and the 
point of his chin will be raised. The man with large 
cautiousness is careful in his walk and rarely stumbles. 
If approbativeness is excessive, vanity will be manifest 
and the individual will sometimes put his fingers in the 



218 ANALYZING CHARACTER 

armholes of his vest; when secretiveness and acquisi- 
tiveness are ruling propensities, the walk will be quiet 
and sly, like that of a fox. The profound philosopher 
with his large mental development has a somewhat 
serious attitude and his walk is leisurely and without 
much force. 

When the walk is full of energy and the arms 
swinging, we note the push-right-through faculty. 
Such men have large combativeness, destructiveness, 
pluck, courage, and love of competition. This was the 
walk of the late President Roosevelt and he, says J. A. 
Fowler, "walks with quite a stride, indicating decision, 
executiveness, and force of character. The heel ap- 
pears to be well dug into the pavement, and the toe 
is the last part of the foot to reach the ground, showing 
that he does not want to take chances about a thing 
that he intends to accomplish, and so plunges deep into 
the sidewalk or carpet, wherever he happens to be 
walking. He has no mincing step that hesitates and 
falters, but has the walk of a Caesar." 

We often observe a walk that is slipshod, slovenly, 
dragging, shuffling, and loose jointed, without action 
or power. Such an individual has but little character 
and will never become a success. 

Individuals who are slow, easy, and take their time, 
will think, act, and live as they walk; while persons 
with a fast, rapid stride have an analogous character. 
Submission is shown in the slave's walk, pride in the 



HEALTH AND EXPRESSION 219 

walk of the aristocrat, and power in the stride of the 
strong; and as in other indications the walk will be 
found to correspond with the character of the 
individual. 

The Clothes 

A man's clothes are likewise eloquent not only of 
his financial condition, and previous successes, but of 
his character, though I think there has been too much 
emphasis laid upon this point by the ordinary writers 
who only judge superficially. However, the attire tells 
us whether a man is neat, clean, careless, extravagant, 
economical, or vain. Selfish people are usually dressed 
well, even luxuriously ; the man of refinement shows it 
in his well-fitting, carefully brushed attire. Vanity is 
shown by highly colored, extreme apparel. Prudence is 
shown by desirable, conservative, sombre clothing. On 
the other hand, carelessness of dress may be merely 
an indication of character so energetic and vital, as in 
the famous Gladstone, that it never gives a thought 
as to how it is clothed. 

An Analysis of Palmistry 

Temperament and character can also be judged by 
the hand and I have found it an absolutely reliable 
index. It is unfortunate for the practise of the 
"science of Palmistry" that it has been so mixed up 



220 ANALYZING CHARACTER 

with soothsaying, astrology, fortune-telling, and other 
superstitious and fraudulent practises that it fell into 
disrepute. The sciences of phrenology, physiognomy, 
and graphology have suffered in a similar manner at 
the hands of charlatans, quacks, and mountebanks. 

During the last century, however, sincere and 
earnest students of the hand have come forward, as 
in the case of Dr. William G. Benham, author of 
"The Laws of Scientific Hand Reading," and with the 
development of the scientific spirit has come accurate 
knowledge and remarkable progress. 

It is impossible for the writer to dwell upon the hand 
in detail, but his purpose will be accomplished if the 
student is stimulated towards further research on his 
own initiative. The space is too limited for an 
exhaustive treatise on any one indication of character 
and the earnest reader can pursue his investigations 
along the lines suggested. 

Structure can be judged by the shape of the hand. 
When the hand is short, round and plump, and well 
padded with flesh, it denotes the vital temperament, 
shows practicality, executiveness, commercial instinct, 
and alimentiveness. Square, large, bony, hard hands 
show the motive temperament, and its taste for 
mechanical and physical labor. Long, slender, deli- 
cate, and refined hands show mentality, detail ability, 
intelligence, and artistic ability. 

Another most significant division of the hand 




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HEALTH AND EXPRESSION 221 

according to structure is into elementary, square, 
spatulate, psychic, philosophic, and conical. Those 
hands not found in any of these types are referred to 
as "mixed" hands, which denotes a combination of the 
others. 

The psychic, or idealistic hand, is recognized by the 
long, delicately formed, slender palm, and long, 
smooth, tapering, conical fingers with pink, almond- 
shaped nails. The skin is white, the palm soft. Such 
is the hand of the poet, the actor, the artist, the 
dreamer of dreams. They have refined, artistic 
natures and suffer greatly if brought into contact with 
that which is not pleasing to the senses. As a rule, 
the possessor of such a hand is anything but practical, 
having no conception of order and discipline. This 
type of hand should not be given physical work. 

In the conic, or emotional hand, we find a type 
slightly shorter and a little broader than the psychic 
type. In the conic hand we find smooth and slightly 
tapering fingers with nails curved. The palm is soft, 
and possessors of such hands have natures that are 
impulsive, emotional, artistic, sympathetic, refined, 
cultured, generous, and sentimental. Loving comfort 
and ease, they more often than not fail to carry out 
excellent ideas along artistic lines. When we find a firm, 
resistant thumb on such a hand, it indicates favorable 
opportunities for success in art, music, or the stage. 
If the thumb is weak and flexible, however, indolence 



222 ANALYZING CHARACTER 

and sensuality may be pronounced. The conic hand 
is so called because the fingers are long and pointed 
like a cone, or triangular in appearance. 

The philosophic, or knotted type of hand, is larger 
and more developed than the foregoing types and the 
joints are rather bony. The finger tips are just be- 
tween the square and conic with long, well defined 
nails. The thumb accompanying such a hand should 
be large, long and firm. Possessors of the philosophic 
hand are independent thinkers, ruled by reason or logic 
rather than sentiment or emotion. They are tactful, 
discreet, diplomatic, studious, exacting, honest, and 
undemonstrative. 

The square, or practical hand, is firm, medium sized, 
and squarely shaped. The finger nails are not long 
and are rather square in shape. The thumb of such 
a hand is firm and large. The owners of such a hand 
are characterized by persistence, industry, practicality, 
and tenacity. The love of law, equilibrium, and order 
is supreme with them. Being punctual and precise 
they abhor lackadaisical, shiftless habits. They have a 
strong domestic instinct, loving home and home sur- 
roundings. In fact, the square hand or useful hand 
belongs to the bread winners of the race. They have 
great mechanical and commercial talents, are usually 
successful in business and develop into teachers and 
lawyers. The square hand of fine quality indicates 



HEALTH AND EXPRESSION 223 

strength of will, love of natural sciences with ability 
in the direction of mechanics and physics. 

The spatulate, or active hand, is really an exagger- 
ated form of the square hand, being broad at the base, 
firm in texture, and having long, well developed fingers 
with blunt, paddle-shaped, broad ends. The possessor 
of these hands may be regarded as fond of action and 
motion, energetic in manner and disposition, and pos- 
sessing a great resolution, which in an exaggerated 
form of the spatulate hand becomes tyrannical. Owners 
of the spatulate hand are brilliant, self-confident, and 
original. They are fond of animals and out-door 
sports and are attracted to children. The spatulate 
type of hand is to be found among successful naviga- 
tors, globe-trotters, explorers, inventors, engineers, 
and men of action. 

The elementary hand has a thick, hard palm, short 
clubbed thumb, and short, stiff, and stout fingers. It is 
poorly formed, often misshaped, dull, listless, coarse, 
and stupid looking. The possessors of such hands are 
not gifted mentally, acting from instinct rather than 
reason. This elementary type of hand may be found 
in the far north, among the primitive and savage, or 
among the lower classes of Slavs or Tartars. They 
work in grooves, lacking ambition, at such employment 
as unskilled manual labor. So long as they obtain the 
bare necessities of life, enough to eat and wear, and a 
place to sleep, they are satisfied and do not aspire to 



224 ANALYZING CHARACTER 

better their lots. They are sometimes violent in 
temper, but are neither brave nor resourceful. This 
hand represents the lowest type of humanity and modi- 
fications of this hand may often be found in the lower 
classes of all countries. Idiots usually have short 
fingers with large palms. 

In the "mixed" hand we find a combination of all 
types. It is often noted in this hand that one finger 
may be spatulate, while another may be conic or 
square.. Such hands belong to people who have the 
reputation of being adaptable, possessing a general 
fund of information and capable of conferring great 
blessings upon their fellow men. 

The color of the hand is important and should be 
noted in the palms. The dead white hand is seen in 
the case of those suffering from anaemia, under- 
nourishment, lowered vitality, tuberculosis, and heart 
weakness. The extremely white hands of unchanging 
color and which are uninfluenced by outdoor tempera- 
ture will show the egotistical, cold, selfish, and 
unsympathetic mind, lacking in warmth, enthusiasm, 
and life. Pink hands denote a buoyant, hopeful, 
normal, sympathetic, vivacious person. When the 
blood is over abundant in quantity it gives us the red 
hand and naturally this is an indication of ardor and 
intensity. These are flaming, excessively vigorous, 
extreme, radical, strenuous, tempestuous, and often 
violent people. A dark tinted, yellowish skin implies 



HEALTH AND EXPRESSION 225 

that some of the bile has not been excreted from the 
liver and the brownish-yellow pigment thus left is 
deposited in the hands, skin, and eyes. 

A very soft hand invariably belongs to the quiet, 
indolent person who is more nervous, imaginative, and 
impressionable than his more firm-handed neighbor. 
The hard hand will show great physical activity on 
the part of the possessor, and often selfishness and 
stupidity. A very hairy hand in a man will disclose 
physical strength, vitality, love of luxury, and a 
sensuous nature. Hair growing on the hand of a 
woman shows her to be of a masculine and somewhat 
common disposition. 

The sensitiveness of the pads on the inside of the 
tips of the fingers denotes the quality of the sense of 
touch. Even from the various shapes of nails and the 
manner in which they are connected with the fingers 
and thumb, we are able to trace distinction of character 
in the individual. 

Little, short, round nails about which the skin grows 
closely would denote an irritable, critical, argumenta- 
tive, fault-finding nature. If all other features of a 
hand upon which such nails grow are favorable, we 
would describe the character of the individual as pos- 
sessing a love of contradiction, skepticism, and 
criticism. 

A very long and narrow, curved nail shows the 



226 ANALYZING CHARACTER 

person who is timid, fearful, cowardly, and lacking in 
moral strength and character. 

Wide nails indicate physical strength, courage, and 
endurance. 

People who have long medium wide nails are artistic 
and idealistic. They are calm, peaceful, beauty-loving, 
and usually require considerable cause before they lose 
their tempers. 

In the study of finger tips we find a great similarity 
to our studies of the hand. The more pointed the tips, 
the more idealistic the individual, the broader the tips, 
the more practical and possessed of common sense the 
individual. 

The spatulate tips show energy, activity, and prac- 
tical judgment. Square tips demand regularity, order, 
system, punctuality, and utility. Conical fingers are 
artistic, sentimental, impulsive, quick, and intuitive. 
Pointed or psychic fingers are idealistic, inspirational, 
visionary, and dreamy. 

The thumb is much stronger than any of the fingers, 
and it is interesting to note that of all animal creations 
man is the only creature who uses the thumb in action 
separate from the rest of the fingers. The ape places 
the thumb in connection with the fingers in using the 
hand, while the man invariably uses the thumb inde- 
pendently. The short and poorly formed thumb of the 
chimpanzee is perhaps the nearest approach to the 
human thumb in the animal world. 



HEALTH AND EXPRESSION 227 

The thumb signifies the degree of reason and will 
power possessed by the owner. A normally propor- 
tioned thumb denotes good will-power, a sound logic, 
and reasoning abilities. 

Dr. Blackford says, 'The thumb of the newborn 
child whose individuality and will-power have not yet 
begun to develop is folded in the palm and covered 
with the fingers. Idiots, especially congenital idiots 
and imbeciles, have small, undeveloped thumbs oft- 
times carried in the palm of the hand. Severe illness, 
apoplexy, epilepsy, paralysis, and other diseases which 
affect the will also cause the collapse of the thumb." 

A very large thumb invariably indicates a strong, 
energetic will-power and force of reason, while a short 
thumb is an indication of a weak will and lack of 
reasoning power or energy. People possessing abnor- 
mally long thumbs also possess greater power of 
analysis and are more progressive in their nature as 
well as more venutresome. 

A flat, thin thumb indicates nervous weakness or 
brain disorder. A flexible thumb which turns easily 
backward invariably marks the individuals who are not 
only extravagant in habits and ideas, but in money as 
well. They are sentimental, versatile, generous, and 
popular socially, being what the world calls "good 
fellows." They forgive quickly, never harboring a 
grudge, and are demonstrative in affections. 

Quite the opposite to this type of thumb is the firm, 



228 ANALYZING CHARACTER 

straight, resistent thumb, which denotes that the owner 
possesses will-power to a remarkable degree, and per- 
sistence and determination in carrying out his ideas. 
This thumb represents the serious, practical natures, 
dependable and loyal. The hands of George Washing- 
ton and Gladstone were of this type. 

The thumb which is slightly curved but still firm 
represents the happy medium between conservatism 
and extravagance. Such types are generous without 
being spendthrifts, and their impulses are under the 
control of judgment and reason. The hand of Sir 
Thomas Lipton well illustrates this type. 

It is always necessary in reading character from the 
hand to compare the thumb with other indications, to 
note if the person possesses sufficient reasoning powers 
and the stamina and executive power to persist in pur- 
suing success. 

The thumb's position in relation to the hand will 
give a fund of information about the owner. If the 
thumb does not cling closely to the fingers, but is rather 
apart by itself, it denotes a free, generous nature, 
sometimes approaching extravagance. On the other 
hand, a thumb which sets closely to the side of the 
hand, denotes that its possessor is conservative, 
secretive, close, and cautious. A long thumb of this 
type denotes shrewdness in judgment. The hand of 
Mr. Rockefeller represents this type. 

When the thumb is high set as well as small and lies 



HEALTH AND EXPRESSION 229 

close to the hand, the thumb approaches nearest that 
of the monkey and this indicates lack of intelligence 
and character, though the individual may possess 
animal cunning and shrewdness. On the other hand, 
the low set thumb indicates reason, sympathy, judg- 
ment, generosity, common sense, and determination. 

People who have long fingers delight in details, if 
extremely long, they are apt to worry over trifles. 
These people are particular, careful, neat, slow, exact, 
and can be found among watchmakers, accountants, 
engravers, compositors, mechanical or detail workers. 
Lecturers and preachers who have long fingers are 
generally tiresome to listen to, on account of the "long 
drawn out" sermons or lectures they deliver. 

People possessing short fingers are impulsive, have 
quick perceptions, and regard all subjects en masse 
rather than in detail. They are impatient with the 
small things, careless, and come quickly to the point. 
Short, thick fingers denote an acute, clever mind, 
which too often tends to dissimulation. Fat fingers 
indicate a love of idleness, while fingers that are very 
lean disclose a searching investigating mind, detail 
ability, and simple tastes. 

Smooth fingers denote a facility for conception and 
quick action, as well as an inclination toward art — 
artistic taste. The possessors, too, are usually of the 
nervous and sanguine temperament, and all persons 
possessing such fingers judge by inspiration, intentions. 



230 ANALYZING CHARACTER 

premonition, or at first sight without waiting to investi- 
gate. 

The knotty finger, which means a finger with en- 
larged joints, indicates the maturer qualities of mind, 
and especially reason, judgment, deliberation, investi- 
gation, research, and a habit of analyzing all things. 

Crooked and badly formed fingers indicate inclina- 
tions toward evil unless such deformity is caused by 
disease. 

Fundamentals 

We have gone to some length in explaining the 
many indications of character analysis, for everything 
a man does, says, thinks, or feels is due to the character 
of his environment, vibrating upon the plasma of his 
heredity. Our surroundings, when analyzed, prove to 
be a mass of vibrations playing upon ourselves and 
upon one another. From the towering mountain of 
granite to the delicate petal of the dainty flower, 
nothing in the universe is ever still. Motion is the 
everlasting law of nature, and the careful student of 
human psychology soon learns to read the signs that 
are made by the impact of these countless vibrations, 
as one reads the pages of an open book. 

As explained in the first chapter, everything about 
a man has an effect upon his character: the home in 
which he lives, his hobbies, the manner in which he 
spends his spare time, the vocation he has adopted, the 



HEALTH AND EXPRESSION 231 

schools wherein he has been taught, his attentions to 
his wife and children, the friends he cultivates, the 
books and newspapers he reads, and so forth. Per- 
haps he reads nothing but the yellow journals. Dr. 
Blackford goes on to tell us that the particular news- 
paper or magazine he reads shows his intellectual tastes 
about as clearly as anything can. "When you open a 
paper what do you read?" is a question that leads 
directly into one's innermost mind. One man strikes 
first the sporting pages, another first for the stock 
quotations, and another first for the editorials. 
There are people whose only real journalistic enthusi- 
asm is the advertising section. Some subjects at once 
show that they read only for amusement — popular 
novels. Others, even men applying for humble 
positions, go in for history, biology, sociology, even 
philosophy or science. A man who spends his spare 
time poring over books dealing with mechanics, agri- 
culture, shop practice, electricity, efficiency methods, 
and so forth, has tendencies that in a large industrial 
establishment may be turned to useful account. Again 
the question naturally arises, is he doing anything to 
better his position in life? Does he try to improve 
himself through the medium of correspondence 
courses, evening classes, lectures and the like? 

Many students of character analysis imagine that 
they have discovered contradictions to the laws ex- 
pounded, but these discrepancies are only apparent and 



232 ANALYZING CHARACTER 

disappear under the light of scientific observation.- 
They are always due to the ignorance of the observer 
who tries to judge from only one or two indications. 
In studying human nature, we must take into consider- 
ation everything about the man; if there are any con- 
tradictions to be discovered they will be found in the 
man. We cannot judge character from texture alone, 
or from color or head shape, for they all must be 
combined to give us the complete message. 

For example, a man may be blonde in color and this 
would indicate that this man is active. All blondes, 
however, are not active. We must go further and note 
whether he has a convex form, a high bridged nose, 
elastic consistency, pink hands, medium or small size, 
wide head, good health, and so forth. Thus you see 
the manner of judging one quality. Then again his 
structure, texture, and head shape will tell us in what 
direction this energy will manifest itself. The mental 
man may become the energetic sales manager, the mo- 
tive man, the hustling foreman, and the vital will be 
the active financier of the same firm. 

At a lecture one night, the author explained the 
phenomena of pigmentation in the skin and its relation 
to climatic conditions, showing that the blonde-convex- 
nosed type was better adapted for working in a cold 
climate, than the brunette-concave-nosed type. One 
of the audience — a man who happened to be a manager 
in a cold storage plant objected to this statement, 



HEALTH AND EXPRESSION 233 

saying that an employee of his who was of the blonde 
type, found it difficult to work in the freezing plant 
on account of the extreme cold. Subsequently an 
examination disclosed the fact that the overseer was 
right, but he forgot to mention that the worker had 
a weak retreating chin denoting poor circulation and 
deficient heart action. The author quickly detected 
the "apparent contradiction" and advised that a change 
be made. 

The author also was acquainted with a young man 
who seemed to display great talent along the lines of 
acting and imitating. Somehow or other he failed to 
attain success in his line and he came to the writer for 
examination. The analysis quickly showed the man's 
talents and then disclosed the fact that he was a 
dyspeptic and subject to disorders of the stomach. A 
sound mind cannot rest upon a weak constitution, and 
after making some suggestions regarding the natural 
treatment of this ailment the applicant was dismissed 
with instructions regarding dieting, abdominal exer- 
cise, bathing, and so forth. In a short time the 
obstacles to his success were removed and he bids fair 
to become one of our prominent moving picture actors. 

Another instance of an "apparent contradiction" was 
discovered by the author while stopping in Dalton, 
Georgia. A prominent real estate man from the north 
migrated to this city upon the advice of friends who 
predicted a great success for him, as other real estate 



234 ANALYZING CHARACTER 

men in that territory were having splendid results, but 
in a short time his acquaintances were surprised to 
hear that he had filed his petition of bankruptcy and 
that he and his wife were both taken very ill. When 
the author met them they were in a sad plight, and but 
a slight diagnosis was sufficient to show what the diffi- 
culties were. This man was of the blonde, convex, 
and vital type; his wife of the blonde, concave tempera- 
ment. The climatic conditions of this part of America 
were diametrically opposed to the temperaments of 
these individuals, for the heat generated by the blonde 
coming into contact with the heat generated by the sun 
caused them to suffer from general debility, neuras- 
thenia, inefficiency, laziness, and sundry organic dis- 
orders. The author suggested a change to a northern 
and colder climate and they decided to act upon his 
advice. The man to-day is smiling, and contented, 
his eyes sparkling, his demeanor cheerful and optimis- 
tic, both he and his wife are now healthy, energetic, 
and active. He seems to be doing a prosperous 
business — at least he is happier to-day. They moved 
to Seattle, Washington. 

I might say that the laws of the study of human 
nature, as in all the other sciences, do not admit of any 
exception. 

It is true that in some rare cases, like those of 
Herbert Spencer and Alexander Pope, men may win 
success by the force of extraordinary genius in spite 




Fig. 22. 

HERBERT HOOVER. 

A good example of the all around man with a slight 

predominance of the vital element. 



HEALTH AND EXPRESSION 235 

of ill-health or physical disability. Such cases, how- 
ever, are very unusual and for all ordinary cases it 
is substantially true that health is essential to success, 
and must be cultivated and safeguarded with the great- 
est care, as a fundamental requisite for bodily or 
mental achievement and the attainment of success and 
happiness. Knowledge of and obedience to the laws 
of hygiene will pay bigger dividends than any other 
equal investment of time and effort. Healthy people 
invariably radiate an atmosphere of enthusiasm, cheer- 
fulness, optimism, and activity, and the opposite is 
noticed in the unfortunate who is not blessed with a 
good sound body and brain. 

Recognizing the importance of this doctrine, modern 
institutions now maintain medical staffs to insure the 
safeguarding of their workers. Sound health is prac- 
tically the author's first requirement in considering an 
applicant for any position. 

Honesty is the second requisite or fundamental, 
though it is also true that a certain appearance of suc- 
cess may be obtained without a full equipment of hon- 
esty. The burglar, the maker and vendor of quack 
medicines and adulterated foods, the man engaged in 
the organized traffic for the manufacture of drunkards, 
the gambler, the commercial pirate who captures the 
wealth of others by means of railroad rebates and 
other unlawful advantages, the political pirate who 
corrupts our government for plunder — such men may 



236 ANALYZING CHARACTER 

secure the sham success, the pretence of prosperity 
that comes with the mere possession of money; but 
they cannot attain a real and lasting success, for that 
is beyond the reach of dishonesty. Dishonesty and 
untruthfulness go hand in hand and it is utterly out 
of the question to hire a man for any trustworthy 
position who is not just, conscientious, and honest. 

The third requirement is intelligence. By this we 
do not mean that it is essential for the applicant to have 
a college education, but it does mean that he have at 
least sufficient knowledge to understand his work, and 
to follow instructions. Of course, the greater the 
amount of intelligence possessed by the individual the 
greater in proportion will be his chances for success. 

Last, but not least, comes industry. The lazy man 
has but small hope of achieving fame or fortune in the 
modern commercial and professional world. A lack 
of industry may be due to some physical or mental 
defect and this should be noted by the vocational 
expert. 

A man may possess any three of these and still be 
lacking in the fourth. This would practically dis- 
qualify him from holding any position of importance, 
though many minor jobs are filled by these men. 

Besides these qualifications, if the position is tech- 
nical, the man must have the necessary training and 
knowledge. 



Chapter X. 

EMPLOYMENT MANAGEMENT 

This is the modern age of efficiency, and he to whom 
the science of efficiency does not appeal will find that 
there are others who pass him by in the race for the 
goal of success. Efficiency is the watchword of the 
day, and its cry has been heard even in the homes of 
the poorer classes, and where the candle once reigned 
supreme, we now find the oil lamp. This has also been 
superseded by gas, and now we find this wonderful 
discovery again being displaced by the master of them 
all — electricity. 

Despite the marvelous advances that have been made 
in the industrial world, despite the countless inventions 
that have come to benefit mankind, despite the social 
and intellectual advances made by man in the last cen- 
tury, human efficiency, the adaptation of man to his 
natural environment, the study of the proper vocation 
that a youth ought to follow, the proper understanding 
of our fellowmen, all remain blank pages. 

Instead of striving for and choosing the job the 
average young man or woman looks for a job, regard- 
less of the fact that no step in life, unless it may be 
[237] 



238 ANALYZING CHARACTER 

the choice of a husband or a wife, is more important 
than the choice of a vocation. The wise selection of 
the business, profession, trade, or occupation to which 
one's life is to be devoted, and the development of full 
efficiency in the chosen field are matters of the deepest 
moment to young people when entering on a career. 
These vital problems should be solved in a careful, 
scientific way, with due regard to each person's attri- 
butes, abilities, ambitions, resources, and limitations, 
and the relations of these elements to the conditions 
of success in the different industries. 

If a boy takes up a line of work to which he is 
adapted, he will achieve far greater success than if he 
drifts into an industry for which he is not fitted. An 
occupation out of harmony with the worker's attri- 
butes and capacities means inefficiency, unenthusiastic 
and perhaps distasteful labor, and low pay; for he 
never rises to any heights in that employment; while 
an occupation in harmony with the nature of the man 
means enthusiasm, love of work, efficient service, and 
good pay. If a young man chooses his vocation so 
that his best abilities and ideas will be united with his 
daily work, he has laid the foundation of success and 
happiness. But, if his best abilities are separated from 
his daily work or do not find in it fair scope and 
opportunity for exercise and development, if his occu- 
pation is merely a means of making a living, and the 
work he loves to do is sidetracked into the evening 



EMPLOYMENT MANAGEMENT 239 

hours, or pushed out of his life altogether, he will be 
only a fraction of the man he ought to be. 

Efficiency and success are largely dependent on 
adaptation. The law of survival of the fittest will be 
found to systematically operate in the study of human 
nature. The very secret of life, of power, is adapta- 
tion. Fit yourself into the great complex and 
mysterious system of the universe, bring your life into 
harmony with all the powers around you ; don't strug- 
gle against them, but join with them. Unite your force 
with theirs, and you can and will win. Fitted into your 
place, you are a part of the great whole — an essential 
part; perhaps, for all you know, a part of wonderful 
importance. Outside, you are worse than useless — a 
hindrance, grit in the machine, a clog on the whole 
concern. 

A man could not possibly get good results if he used 
his cow to draw his carriage, or his horse for dairy 
purposes ; yet the difference of adaptability in that case 
is no more emphatic than the differences in the apti- 
tudes, capacities, powers and adaptabilities of human 
beings. 

We guide our boys and girls to some extent through 
school, then drop them into this complex world to 
sink or swim as the case may be. Yet there is no part 
of life where the need for guidance is more emphatic 
than in the stage from school to work, the choice of 
a vocation, adequate preparation for it, and the attain- 



240 ANALYZING CHARACTER 

ment of efficiency and success. The building of a 
career is quite as difficult a problem as building a 
house, yet few ever sit down with a pencil and paper 
or obtain expert information and counsel to plan a 
working career and deal with this life problem scien- 
tifically, as they would deal with the problems of 
building a house, taking the advice of an architect to 
help them. 

Boys generally drift into some line of work by 
chance, proximity, or uninformed selection and often 
spend some of the best years of their life in stunted 
inactivity of some particular faculty. The high pef^ 
centage of inefficiency and change experienced by 
many employers in their working force, and the cost 
it entails in employment expense, waste of training and 
low grade service, is largely due to the haphazard way 
in which young men and women drift into employ- 
ments with little or no regard to adaptability and with- 
out any adequate preparation or definite aim or well- 
considered plan to ensure success. 

Arthur F. Sheldon well says, "The university of the 
future, yes, the commercial schools of the future will 
be equipped with human nature analysts who can read 
the pupil when he enters, determine his natural bent, 
discern the success qualities for that vocation in which 
he is lacking and prescribe the mental nourishment 
and use needed." 

Professor Parsons says, "Every young person needs 



EMPLOYMENT MANAGEMENT 241 

all the information and assistance he can get. He needs 
counsel. He needs a vocational counsellor. He needs 
careful and systematic help by experienced minds in 
making this greatest decision of his life." 

It would take volumes to recount all the unhappiness 
and misery caused by the unwise selection of vocations. 
We cannot estimate the loss incurred to humanity 
through the stifling of genius. Unsound advice, 
parental objections, false ambitions, mental weak- 
nesses, and necessity have driven many a promising 
career on the rocks to disaster. All history and bio- 
graphy speak of the near failure of some of the world's 
greatest benefactors. 

Shakespeare said, "There comes a tide in the affairs 
of men, which, taken at the flood, leads on to fame 
and fortune." This 'tide/ as the tides of the sea, comes 
to every man, every day of his life, and he must edu- 
cate himself to grasp these opportunities as they occur. 
I have no patience with the man who believes that 
opportunity knocks but once and no more. "Shallow 
men," says Emerson, "believe in luck, strong men in 
cause and effect." The man who is always complain- 
ing of his hard luck and his lack of opportunity should 
be shunned as a moral leper, for he may contaminate 
you with his pessimistic tales, his incessant failures, 
and his negative qualities. 

In the United States wonderful advances have been 
made in this study of human science. Individuals and 



242 ANALYZING CHARACTER 

large industrial corporations are fast adopting the 
principles of this science in order to further carry on 
their business in an efficient manner. One of the 
largest agricultural implement manufacturing establish- 
ments in the world now hires all its employees by the 
character analysis method. Letters of recommenda- 
tion and credentials hold very little value to the em- 
ployment supervisor of this establishment for all appli- 
cants for position are judged according to their 
color, form, structure, health, texture, and other mani- 
festations of character. Another organization has 
proved the value of character analysis in its outcome 
by pointing to the fact that since the adoption of 
scientific methods, only two per cent, change in per- 
sonnel has occurred. Before this method of hiring the 
employees was installed the changes in personnel of 
staff amounted to twenty-four per cent. Firms of 
repute who use this modern method of hiring em- 
ployees are the Scott-Tissue Paper Co., The Baker- 
Vawter Co., Westinghouse Brake Co., the Larkin Co., 
and many others. 

In the modern industrial establishments, scientific 
methods and efficiency are making gigantic strides. 
Standardization, motion study, and progressive ideas 
have served to improve methods to such an extent that 
the results have proved nothing short of astounding. 
We know of firms who have tripled their output by 
applying scientific principles to their methods of pro- 



EMPLOYMENT MANAGEMENT 243 

duction ; and they have not only increased their profits, 
but they have also raised the standard for their 
employees. These employees have had their wages 
increased, are working less hours and under better 
conditions of labor than ever before. 

One of the startling results of scientific management 
is recorded in the Ford plant at Detroit, Michigan. 
The minimum wage paid in this great industrial insti- 
tution is five dollars per day, to the astonishment of 
laymen and financiers. 

Despite the pessimistic predictions made by out- 
siders, labor records show that since this wage increase 
went into effect, the cost of producing each Ford auto- 
mobile has been appreciably reduced, and the feeling 
permeating the atmosphere of this plant is one of 
harmony, cheerfulness, and enthusiasm. The good 
will of their employees is one of the greatest assets of 
the Ford management. 

It is the motto at the Ford plant that it is better and 
cheaper to fit than fire. The foremen of this company 
do not have the authority to fire a man. They may 
effect his transfer to another department, but they 
cannot discharge him. In fact, Dean Marquis of the 
Ford organization says that the best way they have 
found to hold down labor turnover is by shifting men 
again and again until they find the job to which they 
are fitted. As evidence that this company practices 



244 ANALYZING CHARACTER 

what it preaches, it has discharged only five men so 
far this year out of a force of forty thousand. 

Progress has taught the efficiency engineer, the em- 
ployer, and the layman, that the greatest factor in any 
institution is the human element, and we are now turn- 
ing our attentions to this problem, its intricacies and 
its solution. 

The average worker loathes his occupation, does as 
little as he can for as much as he can get, and the dis- 
content caused by this lack of harmony is one of the 
principal reasons for low wages, unemployment, strikes 
and lockouts, with their attendant miseries. The em- 
ployer, on the other hand, is also dissatisfied with his 
lot, and is continually wrathful over such problems as 
wage increase, losses, risks, credits, and so forth. The 
employer does not understand how to scientifically hire 
competent men, and the present day "hit and miss 
method" of employing compels him to put round pegs 
into square holes to his own detriment, and to the mis- 
fortune of the employee. The average young men or 
women do not know the occupations they are naturally 
adapted for, and usually take the first position that 
comes their way. They may eventually be able to 
acquire a good income, but the author is safe in assert- 
ing that ninety per cent, of the population do not 
arrive at this stage. Some individuals enter an occu- 
pation for no other reason than that there is nothing 
else in view, or that it involves the least expenditure of 



EMPLOYMENT MANAGEMENT 245 

energy. Others may be compelled to accept positions 
through financial misfortunes, whereas they ought to 
be continuing their education in order to follow a pro- 
fessional career. Still others go into different lines of 
industry for sentimental reasons. Many who apply 
for clerical situations remain ordinary clerks all their 
lives simply for the reason that their parents and 
friends would look down upon them if they entered 
some mechanical vocation. 

The average executive does not understand charac- 
ter analysis, and the result is that hiring men is purely 
a question of luck. If he is fortunate, he engages a 
man who proves satisfactory, but this rarely occurs, 
and he goes through the same process of "hiring and 
firing" until he is satisfied or loses patience. Again 
we have known foremen and petty supervisors to dis- 
charge men who would have become valuable assets 
in other departments of the same concern. If a man 
proves to be worthless as a bookkeeper, it does not 
necessarily follow that his engagement should be ter- 
minated. He may prove exceedingly valuable in the 
sales department, as an inspector, as a cashier, in the 
shipping room, or in other spheres of activity controlled 
by the firm. We have also known these self -same 
executives to hire men on recommendations that are 
usually valueless guides, who also discharge men for 
some petty reason, such as political or religious dif- 
ferences, to make room for a favorite friend, to create 



246 ANALYZING CHARACTER 

jobs, to accept bribes for placing men, and other simi- 
lar reasons. 

A twelve million dollar concern of Cleveland, Ohio, 
manufacturing a well-known office appliance, estimates 
that it costs them sixty-five dollars to hire and dis- 
charge an ordinary machinist who proves unsatisfac- 
tory, and over three hundred and fifty dollars to 
engage, train, and discharge an incompetent salesman. 
At a recent meeting of thirty sales managers, it was 
agreed that the average cost of hiring and training a 
salesman is three hundred dollars. In fact we cannot 
estimate the enormous losses and wastage due to the 
present unscientific and inefficient method of selecting 
and assigning employees. 

Arthur Newcomb in a recent article in the "Business 
Philosopher" says, "I know of one house that spent 
ninety thousand dollars 'trying out' candidates for a 
sales force of twenty- five men. This is thirty-six 
hundred dollars for each man finally hired. And it 
does not take into account the losses incurred on 
account of the blunders and inefficiency of those who 
failed to make good. I know of another house that 
has already spent one hundred and fifty thousand 
dollars on a force of sixty men and is still far from 
the end. Meanwhile their business is suffering from 
misfit representatives and much valuable territory is 
still unoccupied." 

The day is rapidly approaching when every sales 





Fig. 23. 

MAORI CHIEF. 

Brunette, convex upper, concave lower, vital, coarse textured, 
high, roof- shaped, wide, round head, prominent eyes, long, high 
bridged nose. Cruel, destructive, aggressive, cunning, good speaker, 
reverential, vulgar. A famous warrior. 



EMPLOYMENT MANAGEMENT 247 

manager will either be an expert character analyst, 
or retain one on his staff. The head of one of the 
largest corporations in America recently said, after an 
examination of the science of character analysis/7/ 
we had had an expert in this science on our staff for 
the last five years, we could have saved five million 
dollars." 

When we consider the enormous losses incurred by 
some firms in their labor turnover, the result is nothing 
short of the astounding. The necessary advertising, 
hiring, and training expenses increase in ratio with the 
quality of the job and the number of men tried out. It 
will readily be seen that the advertising and investigat- 
ing expense, the time of the executive who engages the 
man, the office and bookkeeping work entailed, the 
time of the foreman or skilled worker in training the 
applicant, the amount of material spoiled, the low 
grade of the product produced, the time necessary to 
discharge the unsatisfactory one and repeat the process, 
constitutes a significant factor. When we consider 
what value a satisfactory man could have produced 
during this period, the expense incurred amounts to an 
appreciable sum. 

Yet during one year 1,657 employees were hired and 
1 571 discharged in nine paper box factories in order 
to keep up a working force averaging 792, according 
to the New York State Factory Investigating Com- 
mission. Mr. Employer, have you visualized your 



248 ANALYZING CHARACTER 

own employment figures ? Do similar conditions exist 
in your plant? 

The author was recently retained by the firm of 
Laidlaw Leeds, Merchants, New Zealand, as Employ- 
ment Supervisor. This is perhaps the largest mail 
order house south of the equator, employing nearly 
three hundred men and women. Despite the fact that 
this firm possessed every known mechanical contri- 
vance for the elimination of loss and increase of 
efficiency, the method of employment was crude, un- 
scientific, and wasteful. Their records, previous to 
the writer's assignment, showed a forty-eight per cent. 
labor turnover every year. Think of the enormous 
loss incurred by the management in "hiring and 
firing" such a large number of incompetents. And so 
we come again to the problem of finding the right man 
for the job. 

Purchasing departments of great commercial and 
industrial institutions maintain laboratories for the 
determination with mathematical exactitude of the 
qualification and fitness to requirements of all kinds of 
materials, tools, and equipment. Yet, the purchase of 
labor, the human element, the most important factor 
of them all, is left to chance and guess-work. 

Functionalized or centralized employment depart- 
ments managed by capable character analysts or 
vocational experts are the only solution to the problem. 

The purpose of such a department will be to classify 



EMPLOYMENT MANAGEMENT 249 

and organize all the knowledge to be gained about 
every factor in the problem. 

The first thing to do is to learn everything possible 
about the work to be done — the job to be filled. Is it 
mental or physical work ? Is it heavy or light, execu- 
tive or subordinate? Does it require manual skill, 
capacity for detail, strength, patience, friendliness, 
courage, creative imagination, financial ability, artistic 
talent, speed, accuracy, tact, optimism, firmness, con- 
centration, or any combination of these and many other 
qualities ? 

The next step is to obtain information about the 
environment in which the work is to be done. Is it 
indoor or outdoor work, clean or dirty, dangerous or 
safe, lonely or among people, short hours or long hours, 
and is the boss a leader, a driver, a teacher, or a team 
captain? What else is there in the environment which 
will affect the choice of men to fit it? 

Now when you know these things about the job and 
its environment, you are ready to analyze applicants to 
find the man who by character, aptitudes, and training 
is best qualified to fill it. This analysis is made by 
observing, interpreting, and understanding the ways in 
which each man differs from all others physically and 
mentally, as explained in the foregoing chapters. 

The first step in this direction is the establishment of 
the centralized employment department; getting away 
from the old "hit and miss" methods, and making a 



250 ANALYZING CHARACTER 

study and a specialty of employment matters. The 
ideal employment department cannot be developed in 
a week or a month. The present success of the ma- 
chines and methods is the result of long study, experi- 
ment, and hard labor, and the perfection of workman- 
ship will now require the same efforts. The superin- 
tendent foreman who does the "hiring and firing" 
under the old system, cannot have time to attend to 
his regular duties, and still give to the selection of 
employees the time and attention deserved. The em- 
ployment "clerk" of to-day is giving way to the 
Personnel Manager — the Employment Supervisor of 
to-morrow. 

The immense economic loss in actual dollars and 
cents, due to promiscuous methods, has been completely 
demonstrated and needs no further argument. We 
have yet to hear of a single manufacturing establish- 
ment which has installed a central employment depart- 
ment that has not found it a great improvement over 
any other system of employment. Such a department 
offers practical methods of reducing to a minimum the 
employment of the "misfit," the employment of the 
mentally and physically unfit, the losing of the trained 
employee, and many other evils of the old system. 

The functions of the employment bureau vary 
greatly, of course, with the size, policy, and specific 
needs of the concern for which it acts. The following 
general plan will perhaps cover some of the most im- 



EMPLOYMENT MANAGEMENT 251 

portant services such a department, and such a depart- 
ment only, can render its employers : 

1. To make a careful analysis of all the positions 
in the organization, as to their requirements and 
environment, and the personality of the executive in 
charge of them. 

2. To secure, by advertising and other standard 
methods, an adequate supply of desirable applicants, 
analyze them, and keep in this way a reserved list. 

3. Upon requisition from the heads of departments, 
to recommend for employment those best fitted for the 
work to be done. 

4. Upon requests from heads of departments, to 
analyze employees already in the service, and where 
found necessary, to recommend their re-assignment to 
positions which they will more efficiently fill. 

5. Upon request of heads of departments, to 
examine all cases of inefficiency, insubordination, and 
unfitness in general, and when re-assignment cannot 
be made advantageously, to sever the connection of the 
individual with the organization. 

6. In co-operation with heads of departments, to 
furnish worthy individuals for understudies of all men 
in important positions. 

7. To hear all complaints of employees and execu- 
tives, and to adjust differences between executives, 
employees, and fellow employees. 



252 ANALYZING CHARACTER 

8. Upon request of heads of departments, to 
recommend worthy employees for promotion and in- 
creases of pay. 

9. The keeping of adequate records of the perfor- 
mance of each employee, on a basis of all relations of 
the organization with him. 

10. In co-operation with heads of departments and 
the management, to fix and adjust rates of pay, 
bonuses, premiums, and other matters pertaining to the 
compensation of employees. 

11. To supervise and direct all welfare work, edu- 
cational work, medical examinations, liability and 
health insurance for employees, and all other relation- 
ships between the organization and its employees. 

The foregoing is, of course, a rough outline only. 
The detail is a matter of development by the individual 
character analyst to meet the requirements of the 
particular case. 

To give the student a general idea of the method 
of studying the requirements for a specific position, 
the author has formulated a list of some positions and 
the necessary qualifications essential to the successful 
applicant. These lists are to be used merely as guides, 
for they do not take into consideration the environ- 
ment and therefore are not to be considered complete. 



EMPLOYMENT MANAGEMENT 253 



Agriculture, Horticulture, Floriculture, Stock 

Raising, Dairying, Veterinary 

Optimism 
System 

Constructiveness 
Love of Animals 



Medium Texture 
Perseverance 
Ideality- 
Strength 
Foresight 



Patience 
Observation 
Activity- 
Practicality 
Detail Ability 



Construction and Mechanical Trades 



Health 

Alertness 

Originality 

Causality 

Firm or Medium 

Texture 
Form 
Imitativeness 



Endurance 

Practicality 

Size 

Comparison 

Executive Ability 

Activity 

Constructiveness 

Order 



Number 

Eventuality 

Concentration 

Observation 

Accuracy 

Weight 

Caution 

Ideality 



Rugged Health 

Strength 

Coarse or Medium 

Texture 
Constructiveness 
Mathematics 



Mining, Quarrying 

Medium or Hard 

Consistency 
Endurance 
Patience 
Confidence 
Perseverance 



Practicality 
Perception 
Optimism 
Executive Ability 



Neatness 

Pleasant Voice 

Practicality 

Order 

Confidence 

Friendliness 

Vitality 

Tact 



Salesman 

Human Nature 

Originality 

Optimism 

Justice 

Personality 

Energy 

Memory 

Humor 



Enthusiasm 

Language 

Observation 

Logic 

Courage 

Executive Ability 

Approbativeness 



254 



ANALYZING CHARACTER 



Lecturing, Public Platform Work 



Vitality 
Personality- 
Human Nature 
Approbativeness 
Cautiousness 
Eventuality 
Imitativeness 
Enthusiasm 



Language 

Logic 

Courage 

Self -Esteem 

Memory 

Criticism 

Friendliness 

Ideality 



Sublimity 

Executive Ability 

Conscientiousness 

Secretiveness 

Hope 

Humor 

Constructiveness 



Art, Painting, Sculpture, Illustrating 



Fine Texture 


Color 


Concentration 


Imitativeness 


Memory 


Sublimity 


Constructiveness 


Ideality 


Size 


Inactivity 


Form 


Individuality 



Music 



Vitality 


Constructiveness 


Tune 


Human Nature 


Self -Esteem 


Weight 


Love of Applause 


Rhythm 


Sublimity 


Perseverance 


Language 


Friendship 


Appearance 


Ideality 




Fine Texture 


Concentration 





Public Service, Police, Army, Navy, 



Activity 
Human Nature 
Courage 

Neatness 



Fire Department 

Combativeness 
Perseverance 
Observation 
Executive Ability 



Medium Texture 

Alertness 

Memory 



Personality 

Observation 

Suavity 

Enthusiasm 

Activity 



Social Work 

Human Nature 

Concentration 

Constructiveness 

Language 

Friendliness 



Humor 
Neatness 
Memory 
Ideality 



EMPLOYMENT MANAGEMENT 255 



Engineering 



Medium Texture 
Activity 
Mathematics 
System 



Observation 
Constructiveness 
Executive Ability 
Alertness 



Concentration 
Enthusiasm 
Originality 
Analysis 



Architecture 



Inactivity 

Imagination 

Size 

Fine Texture 

Inhabitiveness 



Mathematics 

Observation 

Form 

Order 

Concentration 



Color 

Constructiveness 
Sociability 
Human Nature 
Executive Ability 



Law 



Good Appearance 

Human Nature 

Language 

Humor 

Firmness 

Secretiveness 

Personality 

Sociability 

Constructiveness 



System 

Combativeness 

Imagination 

Self-Esteem 

Observation 

Reason 

Memory 

Justice 

Criticism 



Suavity 

Prudence 

Concentration 

Eventuality 

Optimism 

Executive Ability 

Conscientiousness 



Statesmanship, Politics, Legislature, Council 



Personality 

Human Nature 

Constructiveness 

Justice 

Suavity 

Combativeness 

Self-Esteem 

Vitality 

Observation 



Reason 

Memory 

Humor 

Firmness 

Executive Ability 

Approbativeness 

Conscientiousness 

Concentration 

Inhabitiveness 



System 

Ideality 

Prudence 

Sociability 

Language 

Criticism 

Optimism 

Secretiveness 



256 



ANALYZING CHARACTER 



Preaching and the Ministry 



Inactivity 

Human Nature 

Faith 

Logic 

Fine Texture 

Mentality 



Benevolence 

Language 

Sociability 

Memory 

Justice 

Concentration 



Veneration 
Enthusiasm 
Patience 
Self-Esteem 
Love of Children 



Good Appearance Tact 



Authorship, Journalism 



Observation 

Comparison 

Perception 

Human Nature 

Reason 

Approbativeness 

Criticism 

Language 



Memory 

Calmness 

Optimism 

Perseverance 

Ideality 

Alertness 

Concentration 

Imagination 



Humor 
Courage 
Sociability 
Fine or Medium 

Texture 
Combativeness 



Medicine, Surgery, Dentistry 



Optimism 

Activity 

Calmness 

Secretiveness 

Firmness 

Tact 

Reason 

Language 

Fine Texture 

Alertness 



Sociability 

Executive Ability 

Humor 

Personality 

Vitativeness 

Conscientiousness 

Patience 

Perceptivity 

Kindliness 

Prudence 



Inventiveness 

Human Nature 

Analysis 

Self-Esteem 

Benevolence 

Eventuality 

Concentration 

Individuality 

Character 



Foremen, Superintendents, Owners, Managers 



Alertness 

Constructiveness 

Order 

Number 

Suavity 

Firmness 

Combativeness 

Patience 

Originality 



Weight 

Friendliness 

Self-Esteem 

Financial Sense 

Observation 

Enthusiasm 

Accuracy 

Size 

Executive Ability 



Language 

Inventiveness 

Eventuality 

Practicality 

Caution 

Form 

Human Nature 

Justice 

Sympathy 



EMPLOYMENT MANAGEMENT 257 



Merchandise, Finance, Banking, Investment 



Vitality 

Constructiveness 
Suavity- 
Eventuality 
Observation 
Practicality 



Executive Ability 

Integrity 

Combativeness 

Mathematics 

System 

Justice 



Causality 
Financial Sense 
Human Nature 
Caution 
Firmness 
Self-Esteem 



Clerks, Office Workers, Stenographers, 
Bookkeepers 



Inactivity 
Number 
Mentality 
Detail Ability 
Mental Alertness 



Concentration 

Perception 

System 

Accuracy 

Imitativeness 



Medium or Fine 

Texture 
Patience 
Constructiveness 
Memory 



Fine or Medium 

Texture 
Good Appearance 
Language 
Humor 

Parental Love 
Tact 
Mentality 



Teachers 

Memory 

Inventiveness 

Enthusiasm 

Firmness 

Concentration 

Observation 

Human Nature 



Courage 

Imagination 

Reasoning Power 

Friendliness 

Patience 

Self-Esteem 

Conscientiousness 



Chapter XI. 

VOCATIONAL GUIDANCE 

Ninety per cent, of the workers of to-day are in the 
wrong occupations. If you doubt this statement 
examine any reliable records on the matter and also 
note how many successful men we have. Talk to the 
first one hundred men you meet and find out how many 
are earning $5,000 a year or more. An inspection of 
bankruptcy records will prove interesting and will 
show that only about five per cent, of the businesses 
conducted in the United States are run at a profit. 
Life insurance records show that only three per cent, 
of the men who die leave an estate of $10,000 or more. 

Why this terrific waste? Why is it that out of a 
class of sixty-five medical students in one of our uni- 
versities only four are practitioners? Why is it that 
the average lawyer advises the young men to-day 
not to study law, the doctors say their profession is 
overcrowded, every mechanic expresses similar senti- 
ments, and the members of every vocation tell us the 
same story. 

The truth of the matter is that no profession or 
occupation is overcrowded. There is plenty of room 

[258] 



VOCATIONAL GUIDANCE 259 

at the top. The world is clamouring for efficient men 
in every line of endeavor. Theodore N. Vail says he 
cannot find ten men he wants. Their salary is $10,000 
a year. The modern business world brushes the 
mediocre individual aside to make room for the man 
who is by nature and training endowed with the "right- 
of-way." Any business man will tell you that his 
greatest difficulty lies in getting the right man to fulfill 
his orders and that the remuneration and other con- 
siderations are immaterial. 

Thomas A. Edison, the American electrical wizard, 
is the right man in the right place. He delights in his 
work which consists of eighteen hours mental and 
physical labor every day. To another man his tasks 
would be irksome, the hours unbearable, and the work 
uninteresting; but Edison glories in his activities, and 
his name is known all over the world for his marvelous 
inventions. 

Abraham Lincoln was a failure as a merchant. He 
also tried farming, lumbering, rail splitting, and run- 
ning a flatboat. He was a teacher, postmaster, captain 
in the Black-Hawk War, storekeeper, and surveyor, 
and finally his talents as a wonderful statesman came 
to be noted and in the crisis of the Civil War, he was 
entrusted with the entire confidence of the nation, and 
emerged from this trying period with immortal fame. 
General Grant would never have become known if he 
had remained in the tanning or real estate business, 



260 ANALYZING CHARACTER 

and yet any character analyst could easily have de- 
tected the characteristics that made him one of the 
world's greatest generals. 

The beginning of wisdom is honesty with one's self. 
The student should write down on paper the exact 
characteristics of his own personality according to the 
analysis made by the scientific method. Then write 
down the requirements of the job and its probable 
environment. This is the only accurate method of 
putting square pegs in square holes. 

I can only give an outline of the method to be fol- 
lowed. It all rests upon scientific analysis — analysis of 
yourself, and analysis of the different lines of business, 
their requirements and environments. 

If possible get a complete analysis of your tempera- 
ment and development by a competent character 
analyst. He will study the different lines of business 
under consideration with a view to the qualities and 
faculties needed for success in each, and see which 
one fits best your own powers. He will analyze each 
line, also with reference to the following points ; prepa- 
ration needed, capital needed, opportunities for ad- 
vancement, the future of business, competition, 
environment (including climate, society, schools, 
churches, housing conditions, cost of living, theatres, 
libraries, and so forth,) possible income, associates, 
ethics, hours of work, and any other points that may 
occur to him as of importance in determining your 



Fig. 24. 

ROBERT A. LATDLAW, 

Manager of Laidlaw Leeds, N. Z. 

Aspiring, active, idealistic, conscientious, reverential, practical, 

keen, quick, firm, far-sighted, diplomatic, and optimistic. Blond, 

convex, mental, high, narrow-headed, long-headed, high-bridged nose, 

pleasant, kindly mouth, honest eyes, and medium fine texture. 



VOCATIONAL GUIDANCE 261 

choice. When he has made your analysis complete, 
then he will weigh point against point, advantage 
against advantage, and choose where the average of all 
conditions is most favorable. 

Remember that vocational guidance and character 
analysis require judicial qualities. Carefully consider 
the three factors of the job, the man, and the environ- 
ment. By applying the knowledge gained as a result 
of this study, with practical training you will soon feel 
able to solve the problems of the "misfit." 

For instance in studying different occupations, we 
noticed that every vocation demanded different types 
of men, and it is a simple matter for the student to 
verify these conclusions by personal observations. Early 
this spring, the author viewed the annual parade of the 
New York police force and was struck by the fact 
that about 95 per cent, of the men in this organization 
have the motive temperament combined with strong 
and prominent chins. The same may be said to be 
true of the firemen. 

At the last Presidential Convention in Chicago, the 
writer sitting in the balcony had a splendid opportunity 
for judging the hundreds of delegates who were there. 
He is almost safe in asserting that ninety-nine out of 
every hundred of these men had round, full back- 
heads, an essential characteristic of all politicians. 

Study the chauffeurs or taxi drivers that pass and 
you will quickly realize their similarity in form. They 



262 ANALYZING CHARACTER 

nearly all have the convex upper and convex lower 
form of face. 

The next musical orchestra that you listen to will 
give you an opportunity in the study of texture or 
quality. At a recent teachers' conference the mental 
type of structure was strongly in evidence. 

At the government railroad shops in Australia, the 
author found the entire staff, not only in the mechan- 
ical, moulding, forging, lathe, and machine rooms, of 
coarse texture, but also the superintendent, book- 
keepers, clerical staff, and the entire office force of 
similar quality. 

It must be borne in mind, however, that no hard and 
fast rules can be laid down in this department of 
character study, for the average individual is suf- 
ficiently versatile and intelligent enough to succeed in 
any legitimate business, provided the training, knowl- 
edge, and circumstances are favorable. To illustrate, 
we maintain that a person of the brunette concave 
type with poor circulation should never go into the ice 
business. Yet such a man might inherit a valuable 
pond of clear water in a locality where the supply of 
ice is limited and make a fortune in the ice business, 
provided he did not spend so much time in actual con- 
tact with the commodity as to freeze himself to death. 

Again, during the Great War, men who had prac- 
tically no ability for their work made large sums of 
money and secured splendid positions, due to the 



VOCATIONAL GUIDANCE 263 

unusual circumstances contingent with the declaration 
of war. 

Amongst these may be mentioned salesmen of steel 
and aniline dyes, farmers, munition contractors, ship- 
yard workers, machinists, aeroplane mechanics, and so 
forth. 

Despite these facts, a man would not think of using 
a saw for hammering nails or a hammer for planing 
wood. This would seem ridiculous. A man of the 
motive temperament who tries to do teaching or cleri- 
cal work would prove a failure. He is trying to saw 
wood with a hammer. 

To summarize we shall list some of the occupations 
and the characteristics predominating in each. 

The blonde being more versatile than the brunette is 
prone to rove and enter new fields of enterprise, and 
is more magnetic in personality. Being positive, 
domineering, dynamic, driving, aggressive, impatient, 
active, optimistic, sociable, quick, hopeful, speculative, 
changeable, and variety-loving, he becomes successful 
at those occupations demanding these characteristics, 
such as salesmanship, politics, advertising, organizing, 
colonizing, and promoting. He should not be given 
monotonous routine work or labor that demands care, 
patience, and exactitude. 

The brunette on the other hand is more conservative, 
patient, painstaking, plodding, slow, deliberate, serious, 
thoughtful, specializing, and has passive or negative 



264 ANALYZING CHARACTER 

energy. These people do splendidly as agriculturists, 
stockbreeders, farmers, and are successful in research 
work or mechanics where skill and patience is required. 
The brunette is inclined to be meditative and is in- 
terested in theology and kindred subjects, whereas the 
blonde is too practical, matter-of-fact and restless to 
think long and seriously upon these abstract subjects. 
The brunette, as we have seen, is inclined to be thought- 
ful, meditative, introspective, philosophic, and theo- 
retical rather than practical, while the blonde tends to 
be inventive, materialistic, commercial, scientific, and 
positive. 

The convex type is keen, quick, alert, eager, aggres- 
sive, impatient, positive, and penetrating. He is im- 
pulsive and energetic and where action is demanded 
it would be a wise thing to choose this type of man. 
The convex form has a splendid ear for music and can 
usually learn to play well, though that type rarely pro- 
duces good singers. Art appeals strongly to this type 
of individual, and he can qualify for such positions 
as musician, actor, artist, critic, painter, and architect. 
The concave on the other hand is slower, more mode- 
rate, negative, and usually very mild in disposition. He 
is slow of thought, slow of action, patient in character- 
istics, though he often has great power of determina- 
tion, concentration, as well as mental and physical en- 
durance. On account of his well-developed chin, he 



VOCATIONAL GUIDANCE 265 

is courageous, and adapted for positions of public 
office, such as fireman, policeman, sailor, soldier, 
marine, public official, corporation officer, and positions 
of trust. 

The mental temperament shows the student and the 
man who is capable of working with his brain instead 
of his hands. As a rule this temperament is of the 
physically frail type. Such individuals cannot do 
much muscular work, but make splendid authors, lec- 
turers, teachers, scientists, orators, lawyers, secretaries, 
journalists, and fill other occupations demanding ex- 
ceptionally good mental ability. 

The vital temperament is the commercial, executive, 
and pleasure-loving type, and does well as a financier, 
capitalist, lawyer, judge, supervisor, manufacturer, 
theatrical promoter, merchant, and salesman. 

The motive type represents the energetic worker and 
mechanic. The mental type plans things, the vital 
directs, but the motive temperament does things, 
especially along the lines of muscular endeavor. He 
is the hustling foreman, the dynamic general, the 
liberty-loving radical, the energetic crane man, oper- 
ator, mechanic, miner, machinist, mechanical and civil 
engineer, aviator, explorer, athlete, life saver, and 
sailor. 

Small sized people cannot do work requiring calm- 
ness and deliberation, and large people cannot do work 
requiring dexterity, agility, or speed. 



266 ANALYZING CHARACTER 

The texture of an individual will also determine to 
a great extent the machinist who is qualified to work 
on typewriters, adding machines, watches, jewelry, 
and other delicate mechanical appliances, or the one 
who will accomplish the better results in a roundhouse, 
foundry, mill, and so forth. 

Sensitive, refined, and delicately organized people 
should not be given crude, coarse work under harsh 
conditions or unfeeling supervisors. 

Wide-headed men are fighters and make good con- 
tractors, mining engineers, executives, financiers, 
merchants, and soldiers. Narrow headed men are 
mild mannered. They are to be found among teachers, 
subordinate officers, ministers, artists, secretaries, 
research workers, journalists, and so forth. 

Long headed people are concentrative, far-sighted, 
and sociable. They are planners, politicians, organ- 
izers, and managers. Short-headed people are "short- 
sighted," somewhat selfish, unsociable, and changeable. 
They often fill the ranks of radical thinkers and 
writers, and clerical workers. Certain branches of 
salesmanship can be advantageously filled by this type. 

High-headed people are "high-minded," have high 
ideals, aspirations, religious feelings, firmness, 
and dignity. They should never take up occupations 
where there is no chance for advancement. Philan- 
thropists, ministers, doctors, lawyers, teachers, and 



VOCATIONAL GUIDANCE 267 

social workers are all high-minded. Low-headed 
people have not the same lofty principles but are often 
dependable and earnest workers. 

In a general way, we have summarized the occupa- 
tions as related to the temperament of the individual, 
but there are many other variables to be reckoned with. 
What do the hands indicate? And have you con- 
sidered the phrenological development? What is 
shown by the eyes, the nose, the mouth, walk, voice, 
clothing, handshake, and appearance? Modify your 
impressions in accordance with these manifestations. 

Not all people of the mental type become good 
authors or good teachers, because a teacher must have 
many other qualifications besides ordinary knowledge. 
For instance, he must be a keen student of human 
nature, and an examination of the height of his brain 
in the region of human nature or intuition will dis- 
close the strength of this faculty. Again we must 
examine his conscientiousness, his tact, suavity, friend- 
ship, love of children, morality, and other such 
important details even before taking his knowledge 
and training into consideration. An examination will 
also disclose which subject he is naturally adapted to 
teach. If he is well developed in number, we have 
the mathematician. If time and eventuality are strong 
we have the historian, and the development of locality 
will denote the person who delights in teaching geo- 



268 ANALYZING CHARACTER 

graphy. Causality, and comparison show the instruc- 
tor of philosophy and logic; and the development of 
language shows the linguist and the teacher of lan- 
guage and grammar. 



Chapter XII. 

SCIENTIFIC SALESMANSHIP 

In a sense everyone is a salesman, for salesmanship 
briefly defined is the art of persuasion. 

The boy who persuades his father to buy him a toy, 
the politician who desires to influence his constituents, 
the clerk who endeavors to obtain an increase in salary 
from his boss, the individual who wishes to obtain a 
concession, and the lawyer who endeavors to convince 
a judge and sway a jury are all salesmen. 

There are four factors which enter into every sales 
transaction. First, the man and his adaptation for the 
job; second, the product or service sold; third, the 
prospective customer, and fourth, the plan of the sale 
or the method of persuasion. 

A man may have the earmarks of a successful sales- 
man, but unless he sells an article adapted to his 
powers he will fail. The salesman who is well 
developed in ideality, time, and tune, might fail as an 
automobile salesman, but would have a far greater 
chance of success in selling music or musical instru- 
ments. Salesmen well developed in love of children 
should sell toys, children's clothing, and so forth. One 

[269] 



270 ANALYZING CHARACTER 

well developed in alimentiveness should sell groceries, 
meats, and all kinds of produce. 

Different combinations of temperaments will, of 
course, give us decidedly different individuals. In 
salesmanship the mental type will sell books, the 
motive type machinery or hardware, and the vital will 
sell bonds, food-stuffs, and so forth. Fine textured 
salesmen handle jewelry, laces, art objects, silks, and 
so forth. Coarse textured persons sell stoves, bricks, 
and farm implements. 

The author is well acquainted with a young man 
who was selling books in New York City to merchants 
and professional men. A salesmanager after meeting 
this young man was impressed by his ability and sales 
record, and persuaded him to stop selling books and 
try household appliances, particularly vacuum cleaners. 
Although a fairly successful book salesman, he proved 
but a mediocre vacuum cleaner salesman. A careful 
analysis proved that although the young man possessed 
undoubted selling ability, he could only succeed where 
his work brought him into contact with other men. He 
was aggressive, tactful, resourceful, and persistent 
with the male sex, but became shy, backward, retiring, 
and bashful when trying to impress a woman with the 
merits of this particular vacuum cleaner. 

Upon another occasion, a salesman was about to be 
dismissed from a firm selling electrical appliances. He 
had started with a rush and had displayed marked 



SCIENTIFIC SALESMANSHIP 271 

ability, but in a short time his sales decreased to that 
extent that it was not profitable to retain him any 
longer. An examination showed among other things, 
that he was unable to withstand the harsh climate 
conditions of his territory, Hoboken, New Jersey. He 
was brunette in color, had deficient heart action, 
and a short wide, low-bridged nose. The author 
advised a change to a warmer climate and the young 
man now reaches his selling quota every month since 
his territory has been changed. He covers the state 
of Arkansas for the firm. 

Careful consideration must be given to the salesman, 
the product, its utility, environment, and selling plan, 
before the element of persuading the customer can be 
considered. The science of character analysis will 
enable us to pick the right man for the sale and it will 
also tell us how to influence the customer. Then, if 
the product is right, success is assured. Overcoats and 
ice-skates would find a poor sale in India and it is 
equally valueless to sell bathing suits in Alaska or 
Northern Siberia. 

In his class work, also in his public and private lec- 
tures, the author has instructed hundreds of salesmen 
in the study of character analysis as applied to scienti- 
fic salesmanship. He has yet to find any man who has 
applied its principles without increasing his efficiency 
and earning powers. 

With the help of character analysis the salesman can 



272 ANALYZING CHARACTER 

learn to quickly "size up" his prospects. Is he 
blonde or brunette? Is he convex, concave, or any 
combination of these? Is he mental, vital, or motive? 
Large size or small size; coarse, or fine textured? 
What do the other variables indicate — his voice, hand- 
shake, writing, clothing, hands, fingers, and so forth? 

The blonde is positive, magnetic, animative, hopeful, 
aggressive, domineering, materialistic, speculative, and 
sociable. He likes to be in the limelight and is change- 
able. Remember these characteristics when you appeal 
to his buying instincts. Act vivacious and friendly and 
instill enthusiasm, optimism, and brightness into your 
talk. Don't try to force him. Give him the facts. 
Point out the practical advantages HE will gain by 
accepting your proposition. 

Vary your talk to suit his changing mood and when 
the iron is hot, strike, for he may change his mind. 
With a blonde, as a general rule, it is best to close the 
deal upon the first selling talk if the proposition lends 
itself to this idea, for he is quick in his decision. Re- 
member his love of variety, his quickness, his desire 
to take chances and get his order before someone else 
induces him to change. 

The brunette on the other hand is more reserved, 
quieter, negative, or passive, and inclined to be some- 
what cautious or pessimistic. He is slower, more 
conservative, more constant, serious, and sentimental 
than the blond. 




Fig. 25 
KAISER WILHELM. 
Convex, high, round, short, wide head. Active, aggressive, des- 
tructive, ambitious, reverential, short-sighted, impulsive, cunning, 
does not lay plans well, blundering, imprudent, rash, selfish, grasping, 
loves popular approval, spiritual, and sarcastic. 



SCIENTIFIC SALESMANSHIP 273 

A good point of contact is established through his 
love of home, love of children, love of nature, pets, 
flowers, and philosophic or religious feelings. Show 
him how your proposition will give him greater time 
for the enjoyment of these things. He is not so quick, 
so aggressive, so changeable, and so materialistic. You 
can take more time in explaining your proposition and 
give him an opportunity to reflect. Appeal to his 
reasoning power, his sentiment, and give him the 
details. You may find it beneficial to act in an 
authoritative, positive, and reassuring manner, for he 
is inclined to be submissive, hesitating, procrastinating, 
and cautious. 

The convex person is always practical-minded, 
quick, alert, energetic, somewhat sharp in speech, and 
has a tendency toward impulsiveness. He is observ- 
ant and should be shown samples, pictures, or 
diagrams. Do not waste his time getting to the point. 
He wants the "high-lights" only, so be brief. He 
thinks quickly and acts quickly. Don't give him a 
long-winded talk. Cover your proposition and remem- 
ber that he is impetuous, so endeavor to get quick 
action. 

The concave person is slow, deliberate, good-natured, 
reflective and plodding. Appeal to his good-nature. 
Do not try to rush him for he may show his obstinacy. 
Appeal to his reasoning power, be patient and give him 
plenty of time to deliberate. 



274 ANALYZING CHARACTER 

Remember that the convex-upper, concave-lower 
person thinks quickly and acts deliberately. 

The concave-upper, convex-lower must be influenced 
by sentiment. Suggestion has a powerful effect upon 
this type. 

The mental type can easily be interested in anything 
which is intellectual, literary, artistic, scientific, and 
educational. Combine your observations and if he is 
blond-convex and mental give him facts. If he is 
brunette-concave-mental his intellectual bent is toward 
theories, ideas, philosophies, and often theological sub- 
jects. Emphasize the educational value of your propo- 
sition to all mental people. 

The motive person is interested in mechanics, trans- 
portation, athletics, and construction. He is interested 
in what moves, so give him a working demonstration 
or illustrate your talk with diagrams, models, and 
pictures. In entertaining the mental individual you 
would discuss books, lectures, art subjects, and so 
forth. With the motive, you would best succeed in 
discussing manufacturing problems, baseball, aeronau- 
tics, golf, or fishing. 

The vital man can best be reached through his love 
of self, comfort, ease, pleasure, and alimentiveness, 
He is judicial and has a keen sense of financial values. 
Show him how much physical or mental drudgery he 
will save by accepting your proposition. Show him 
the saving effected in labor and money. Picture him 



SCIENTIFIC SALESMANSHIP 275 

enjoying the luxuries of the food, clothing, automobile, 
or other object you are presenting to him. 

In selling the vital man a car show him the luxurious 
upholstering, the high-grade design, comfortable 
cushions, splendid springs, first-class shock absorbers, 
ease of operation, saving in walking, reasonable price, 
low chauffeur expense, and so forth. He often is 
good-natured and genial. He will remember a good 
dinner or cigar for a long time and appreciate any 
service you may render him. He takes an interest in 
entertainments, politics, finance, social affairs, funny 
stories, and so forth. 

To influence a fine textured person avoid any 
coarseness or vulgarity in clothing, speech, or manners. 
Appeal to his sensitiveness, his responsiveness, and his 
love of fine, beautiful, dainty things. Deal tactfully, 
delicately, diplomatically with this type of person and 
point out the elements in your article that will appeal 
to his artistic ideas. 

Coarse textured people can be dealt with in a more 
vigorous manner. Use plain, simple, unadorned 
language and do not depend upon delicate hints. Vigor, 
masculinity, aggressiveness, and direct frankness have 
greater effects upon the coarse textured than gentle, 
subtle, or delicate hints 

People of hard consistency can best be appealed to 
on the grounds of durability and economy. Don't try 
to force them to a decision, as they are inclined to be 



276 ANALYZING CHARACTER 

hard, tenacious, and selfish. They are lacking in 
sentiment, so do not appeal to that side of their nature. 
This class love power and are usually close fisted. 
Appeal to those traits. In selling a man of this type a 
suit of clothes point out the hard wear he can derive 
from it, also the low price. 

These are difficult customers for the salesman to 
handle for they are often stubborn. Tact, diplomacy, 
and non-resistance are the best mental weapons to be 
used. 

Those of soft consistency are easily impressed and 
easily influenced. They are lacking in energy and 
often they cannot arouse sufficient action to sign your 
order. Make everything as easy as possible for this 
type of individual. A little force mentally applied 
will be found highly efficacious. He likes to buy soft 
feathers, silks, rugs, and so forth. Make sure that you 
have secured his decision for he is easily persuaded to 
change his mind. You can also appeal to his love of 
ease, his indolence, his sympathies, generosity, and 
sentiments. 

Wide-headed people are combative. Do not arouse 
their antagonism or their fighting nature. Handle 
them gently and if possible let them sell themselves. 
Use the laws of non-resistance. Agree with them and 
then diplomatically draw their attention to some other 
phase of your proposition. Remember that they are 
also interested in profits. 



SCIENTIFIC SALESMANSHIP 277 

However, you can use force and argument upon the 
narrow-headed, for unless he has an endowment of 
firmness he is easily persuaded. 

High-headed men can be influenced through their 
ambitions, their altruism, their ethical and their moral 
ideals. Show them that your proposition will promote 
the highest interests of the race. If his head is high 
above the temples and dome-shaped, remember his 
sympathy, his benevolence, veneration, speculativeness, 
and optimism. If his head is high in the crown region, 
remember that he is aspiring, firm, and dignified, and 
deal with him accordingly. If the head is square in 
the back, remember his cautiousness and conservatism. 
Temper your flowing remarks. 

The low-headed man is not so conscientious or high- 
principled. He will not be sold on these lines, but you 
must endeavor to convince him of the benefits and 
material advantages he will derive by accepting your 
proposition. Picture him enjoying your product, and 
so forth. 

The long-headed man can be influenced along the 
lines of future advantage. He is also interested in his 
friends and readily forms acquaintances. Any advan- 
tage that his family, friends, or acquaintances will 
derive by the acceptance of the proposition is also a 
good selling point. 

The short-headed man is not subject to the influence 
of friendship. Do not depend upon letters or intro- 



278 ANALYZING CHARACTER 

ductions from friends. Appeal to his love of immediate 
gain. He wants quick returns. As he is quite selfish 
show him the material advantages he will derive from 
your offer. Combine these observations. For instance, 
if he is long, narrow, and high-headed show him how 
your proposition will tend to educate and uplift 
humanity. Put a little aggressiveness and vigor into 
your talk. If his head is wide and short, show him 
how much money he can make and how quickly he can 
make it. 

While studying your customer for these basic points 
don't neglect to study your indications of character. 
Does he have a short upper lip? Then praise him, 
his judgment, his store, his ideas, and so forth. If he 
is fine textured, let your flattery be of a delicate, refined 
nature. If he is coarse textured, he doesn't mind if 
you praise him before his friends, or the quantity of 
the praise you give him. Don't make the mistake of 
flattering a man with a long, stiff upper lip. Has he a 
wide-open eye with highly-arched eyebrows ? Then he 
is credulous and easily convinced. Has he short 
fingers? Don't bore him with details. Cover your 
facts briefly and quickly. Has he a long thumb ? You 
will soon perceive that he is possessed of great will- 
power and logic. 

Let me reiterate again. It is impossible to judge 
character by one indication. Everything about a man 
speaks volumes about himself. 



SCIENTIFIC SALESMANSHIP 279 

These methods of influencing prospective customers 
have been used by the author (formerly a sales-mana- 
ger and a practical salesman) with a great measure of 
success. Hundreds of men whom he has taught the 
science of character analysis will testify to its utility 
and commercial value. 

As a concrete example of scientific salesmanship, the 
author has developed the following selling points neces- 
sary for the sale of a modern automobile. The sup- 
posed customer is the late President Roosevelt : 

Assuming that the salesman is adapted to sell this 
particular car, that he possess the requisite knowl- 
edge of character analysis, and that other conditions 
are favorable, we proceed. 

The salesman greets Mr. Roosevelt and at the same 
time quickly sizes him up. What does he find? Mr. 
Roosevelt is a blonde, (about 40 per cent, on the color 
scale), his form of profile is slightly convex, he has a 
good balance of structure with a predominance of the 
motive element. He has a medium coarse texture, 
being neither very coarse nor very fine. He has elastic 
consistency with slight indications of hardness. His 
head is high, wide, and long, dome shaped in the front 
and somewhat round in the back. His forehead is 
well developed in all three stories, although his observ- 
ing or perceptive faculties are in the lead. Notice his 
wide awake manner, his hearty grip of the hand, his 
firm walk, his clear, somewhat shrewd eye. Nearly all 



280 ANALYZING CHARACTER 

of these indications tell you that here is a man who is 
intense, vigorous, virile, aggressive, sturdy, quick, and 
a lover of the outdoors. Start to deal with these 
points. To tell how quickly (convexity) he can get 
out into the fields and forests, (motivity) and the 
delights of cruising along the road. Show him the 
sturdy (coarse hard texture) construction of the car, 
dwell upon its strength and durability. 

The motive type, besides having a keen love of out- 
of-door pursuits, also has an understanding of 
mechanical principles, so throw open the hood of your 
engine (construction well developed) and briefly 
explain (remember he is blonde and convex) its con- 
structive principles. He loves speed (blonde, convex, 
motive) so tell him how fast he can go. He loves 
action, (blonde, motive) so quickly explain the driving 
mechanism and let him drive. Remember to be prac- 
tical (blonde, convex) and put a little ginger and 
enthusiasm (blonde, high-head) into your talk. Don't 
argue with him (wide head) and never mind the de- 
tails (blonde, short fingers). Show him that he can 
please his family (long-head) by taking them out for 
drives. He is domineering (high-head, blonde, motive) 
and likes to talk, (prominent eyes) so give him a 
chance to exercise these faculties. He is quick in 
thinking (convex upper) and quick in action, (blonde, 
convex-lower) so try to get his order on the first or 
second meeting. 



SCIENTIFIC SALESMANSHIP 281 

If you were trying to sell this automobile to Mr. 
Taft, would you change your selling talk and why? 
Mr. Roosevelt is active — Mr. Taft is inactive. Mr. 
Taft is judicial, quiet, refined, good-natured, mild- 
mannered, conscientious, impressionable, jovial, pleas- 
ure-loving, and likes to have ease and comfort. How 
do we arrive at these conclusions? 

Would you let him drive? Would you show Mr. 
Taft the engine or the soft cushions, and why? Would 
you tell him how fast his car can go or how easily it 
rides? Which points would impress him the most, 
durability or fine upholstering, engine mechanism or 
first-class shock absorbers, and why? 



The End 






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